How to support sales team managers to lead remote and hybrid teams. Case Company X.
Lindholm, Anni (2021)
Lindholm, Anni
2021
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2021121526275
https://urn.fi/URN:NBN:fi:amk-2021121526275
Tiivistelmä
This thesis has its roots in the COVID-19 pandemic and the changes it inflicted on the society and on workplaces. Finland’s government’s recommendation in March 2020 to restrain the spreading of the virus caused a sudden transition into remote work at the case company. This thesis studies the effects of this and the new hybrid model of working on team leading in the company.
This thesis has three targets. First, to find out how the company today supports its sales team managers (STM) in remote leadership and management. Second target is to understand how STMs experience the transition to remote work to affect leadership and what kind of an effect this had to performance and well-being management. The main target of this study is to understand how the organisation can better support the STMs in performance and well-being management when a hybrid model of remote and on-site work becomes the new norm.
The thesis was conducted as case study research. The theoretical part of the study consists of defining the concepts of remote and hybrid work as well discussion on remote leadership, well-being, and performance. The data used in the study was collected from company documentation and semi-structured interviews with the STMs.
Based on the theoretical framework and the data analysis, the main findings of this study are that trusting relationship between the manager and employee and timely and clear communication are the most important aspects that ensure high performance and well-being in the organisation. The case company, therefore, needs to focus on creating such policies and a working environment that support the creation of these in the hybrid model.
This thesis has three targets. First, to find out how the company today supports its sales team managers (STM) in remote leadership and management. Second target is to understand how STMs experience the transition to remote work to affect leadership and what kind of an effect this had to performance and well-being management. The main target of this study is to understand how the organisation can better support the STMs in performance and well-being management when a hybrid model of remote and on-site work becomes the new norm.
The thesis was conducted as case study research. The theoretical part of the study consists of defining the concepts of remote and hybrid work as well discussion on remote leadership, well-being, and performance. The data used in the study was collected from company documentation and semi-structured interviews with the STMs.
Based on the theoretical framework and the data analysis, the main findings of this study are that trusting relationship between the manager and employee and timely and clear communication are the most important aspects that ensure high performance and well-being in the organisation. The case company, therefore, needs to focus on creating such policies and a working environment that support the creation of these in the hybrid model.