%0 Conference Paper
%A Bermejo, Gustavo
%A Palacios Fernández, Miguel
%A Rodríguez Monroy, Carlos
%A Pelaez Garcia, Miguel Angel
%B 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010
%C San Sebastián, España
%D 2010
%F upm:6959
%I Universidad Politécnica de Madrid.
%K total leadership, sales manager (SM), KAM, valué.
%T Total Leadership: A Previous Analysis to Apply it for a Sales Department in Industrial High Technology Enterprises.
%U https://oa.upm.es/6959/
%X Paper explores the application of Total Leadership methodology to improve productivity and efficiency of commercial teams, to respond to the changes occurred in Industrial High Technology Market (IHTM). In this environment, sales department has adopted a more strategic role than tactical, so a new approach to manage sales teams is required. The essay does a short review about different models of leadership applied to sales departments in industrial markets. In this scenario, the holistic visión of Total Leadership model allows aligning the individual needs of Sales Manager (SM), sales people and Key Account Manager (KAM) with the needs of the firm, the structure of the market and the coherency needed in the sales team management style.