Political Influence in Sales Organizations

Abstract

Political influence is increasingly important in the context of management of sales organisations. A growing number of modern companies are embracing a flat organisational structure, getting rid of layers in the management pyramid, which prompts and necessitates the distribution of power. Allocation of power with others strengthens all members of the organization. There are four dimensions to successful empowerment: meaning, competence, self-determination, and impact. Alternatively, empowerment is a matter of degree and can be classified in two terms: content and context of work. Discussed are three main types of sales representatives, divided according to their main motivators. Understanding the four dimensions, two terms, and three types of sales representatives can be a good marker for the practices of sales managers when using political influence.