Strategies for Virtual Sales Leaders to Increase Productivity of Remote Employees

Strategies for Virtual Sales Leaders to Increase Productivity of Remote Employees by Tamera Monai Gaines MBA, University of Phoenix, 2007 BS, Michigan State University, 2004 Doctoral Study Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Business Administration Walden University April 2018 Abstract An employee’s contributions toward the success of organizational results and objectives are essential to how virtual sales leaders implement strategies to improve productivity. In 2014, 21% of virtual leaders received formal training to manage remote employees, and 17% of remote employees received formal training on how to work productively. The purpose of this single qualitative case study was to explore strategies virtual sales leaders used to improve remote sales employees’ productivity. The population included 6 virtual sales leaders in 1 staffing organization located in Michigan. The conceptual framework for this study included the job demands-resources model. Data were collected through semistructured interviews, direct observation, organizational document review, and reflective journaling using thematic analysis. Three themes emerged from the data analyzed in this research study: high level of communication, including virtual meetings for improved relationship development; adapting to change and work environment, including introduction of change before implementing; and measurement of employee performance, which could include monitoring activity reports and metric tracking tools. Findings included developing consistent team and individual meetings to communicate metrics and goals, implementing varied communication tools to encourage selfmanagement, involving employees in decision making before changes were executed,An employee’s contributions toward the success of organizational results and objectives are essential to how virtual sales leaders implement strategies to improve productivity. In 2014, 21% of virtual leaders received formal training to manage remote employees, and 17% of remote employees received formal training on how to work productively. The purpose of this single qualitative case study was to explore strategies virtual sales leaders used to improve remote sales employees’ productivity. The population included 6 virtual sales leaders in 1 staffing organization located in Michigan. The conceptual framework for this study included the job demands-resources model. Data were collected through semistructured interviews, direct observation, organizational document review, and reflective journaling using thematic analysis. Three themes emerged from the data analyzed in this research study: high level of communication, including virtual meetings for improved relationship development; adapting to change and work environment, including introduction of change before implementing; and measurement of employee performance, which could include monitoring activity reports and metric tracking tools. Findings included developing consistent team and individual meetings to communicate metrics and goals, implementing varied communication tools to encourage selfmanagement, involving employees in decision making before changes were executed, and developing attainable employee goals to promote a productive work environment. Contributions to social change include the opportunity to develop an employable and specialized workforce who contribute to the local economy as well as expand community development and higher income for families. Strategies for Virtual Sales Leaders to Increase Productivity of Remote Employees by Tamera Monai Gaines MBA, University of Phoenix, 2007 BS, Michigan State University, 2004 Doctoral Study Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Business Administration Walden University April 2018 Dedication I dedicate my study to my mother who always allowed me to explore my talents and find my way through my own educational journey. My mother has always been my number one fan. There is nothing I would not do to make her proud because there were no stops for her when it came to encouraging me to succeed in all areas of my life. I would also like to include a special dedication to my son. The admiration in his eyes and voice when we talk about mommy receiving a doctorate is nothing short of amazing and I will always do everything I can to make him proud, knowing that the sky is the limit. Acknowledgments I thank almighty God for holding my hand every step of the way through this journey. He gave me the strength I did not know I had and provided me with a sound mind even when I wanted to quit, although that was never an option. I would like to thank my family and friends that supported my decision to take this step. They supported me and continued to appreciate me at a distance, so I could complete what I started. I was able to connect with some amazing people who encouraged and supported me along the way. Thank you to those who allowed me to focus and helped me eliminate any distractions, knowing that this outcome was worth my short absence, thank you and I am forever grateful!