Sales leadership icons and models: How comic book superheroes would make great sales leaders

Adam Rapp, Jessica Ogilvie and Daniel G. Bachrach

Business Horizons, 2015, vol. 58, issue 3, 261-274

Abstract: Developing strong leadership within the organization is one of the most valuable pursuits any firm can undertake. Considering the many demands on the resources of leaders, developmental opportunities must be efficient and effective to truly impact leadership ability. Comic books and their role in storytelling can offer unique insights regarding core leadership characteristics underlying great sales leadership and act as a tool for growth in leadership capabilities. With the recent explosion in superhero awareness through blockbuster movie releases and increased comic book readership, this article presents a series of leadership characteristics and their embodiment within superheroes. A list of top sales leader qualities from a panel of practicing sales professionals is first provided. Specific examples of these leadership qualities as evidenced by a particular superhero are then offered. These examples are solicited from a panel of superhero subject matter experts and yield insight into how managers can use superhero narratives as a learning tool. We summarize the findings from our research and propose specific managerial challenges and actionable recommendations offered by the exemplars we review.

Keywords: Leadership competencies; Sales excellence; Superheroes; Management styles; Storytelling (search for similar items in EconPapers)
Date: 2015
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:bushor:v:58:y:2015:i:3:p:261-274

DOI: 10.1016/j.bushor.2015.01.007

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