You have recently been hired as the regional sales manager for a national reference laboratory. You have

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Question:

You have recently been hired as the regional sales manager for a national reference laboratory. You have three sales managers reporting up to you, and each sales manager has five-six sales representatives reporting up to him/her. After examining the sales data, the team led by Thomas is noticeably more successful than are the other two. Utilizing the classical leadership theories, explain why Thomas’ team may be so much more successful than the other two. Utilizing the classical leadership theories how a sales team more successful