To implement leadership models in sales environments of financial institutions in India in order to improve leadership effectiveness and performance

Abstract

The Indian Banking Sector has undergone many significant changes in the last decade or so. This sector has become highly competitive as more and more banks, local as well as multinational banks are competing fiercely with each other in order to obtain market share and reap profits in the highly lucrative Indian market. Due to this, the importance of the sales force is very vital, as they are responsible for bringing in more business. The author has worked in one the sales environments of a leading private national bank and has observed that the culture in the environment is not an encouraging sight for the salesmen, especially, the new and inexperienced employees. To add to this, the leadership pattern prevalent in the sales environment is well below par and is not much effective in enabling employees to work at their best. This study aims to explore the weaknesses in the leadership pattern prevalent in the sales environments of financial institutions in India. The author has interviewed sales managers and also asked sales men to rate their managers on certain personality and leadership aspects. In order to draw suitable conclusion about leadership pattern existing in theses sales environments, the author has analyzed the views of the manager, the salesmen and his own personal observations. The study then concludes with the recommendation of certain leadership models and theories that could help overcome these weaknesses and hindrances along with certain other factors that could help improve leadership effectiveness and performance in the sales environments of financial institutions in India.