One thing that the current staff of NPM pride themselves on is their sales success. When NPR hired the current CEO for the branch, they gave her the goal of raising $100 million in sponsorship that year. That was more than double what they had sold the year before so they task seemed almost impossible. As I was sitting in our CEO\u2019s office last week though, she happily announced that she had just received notice of their $110 millionth dollar in sponsorship already for the year, which doesn\u2019t even close until September. One of the most interesting parts about listening to the pride the company shares over reaching such an out-of-reach sales goal, is comparing their change in success to the change in leadership.<\/p>\n
I have spent a lot of time with the CEO, Gina, as I am doing some projects under her direct supervision. This has given me the opportunity to sit in on many calls between her, other upper level managers, lower level managers and more junior level employees. One of the things that always peaks my interest is her leaderships style. While the sales industry has a very transactional rewards system, due to commission based pay, Gina has highlighted the importance of supporting NPR\u2019s goal with a sale, instead of the extra income that it brings. People are selling an opportunity to support NPR and align with NPR\u2019s mission, not just any advertising that brings them a pay check.<\/p>\n
I\u2019m not entirely sure what the company CEO\u2019s leadership strategy was before Gina arrive a few years back, but what I can say is that her transformational strategy of leadership, providing something to support, rather than a relying on solely transactional reward system, seems to be working much more effectively for the company. They have grown, immensely and are helping NPR grow as well, which shows how essential having an effective leader truly is.\u00a0 Using a combination of transactional, the commission on sales, and providing some transformational leadership as well, leads to a successful team. One reason I think adding transformational leadership has helped NPM, is it may help the team members work together to complete a sale to support NPR, rather than competing for the sales commission. One problem with applying this theory to the situation however, is that while I know Gina\u2019s leadership style involves both transactional and transformational motivations for hard work, I am not entirely sure what was done before she arrived. While it seems her leadership style is quite effective for the company, it is impossible to fully know whether the huge increase in the company\u2019s success is due to Gina\u2019s transformational and transactional mix of leadership or something else about her style<\/p>\n","protected":false},"excerpt":{"rendered":"
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