How Ethical Leadership Impacts Sales Performance

Accurate forecasting of future revenues is a critical skill for any business...small, medium, and large. The process has long been a challenge that usually finds the business development staff found guilty of any inaccuracies as the numbers bubble up the management channels. This study demonstrates support for being able to accurately determine short-term quota attainment by a sales team based on the perception of management's ethics. It also provides interesting observations and indications pertaining to ethical perception on long-term goal attainment. We have been known to say or hear that "perception is reality", and in this study, simply the perception of ethical behavior by management is enough to support forecasting accuracy.

Autorentext

Dr. Owen has over thirty years of excellence in strategic decision making critical to leadership success. Richard is a unique combination of practitioner, executive coach, and researcher. Richard is an international speaker on project management and business ethics, is a published author of both fiction and non-fiction books, and journal articles.