@article{BoehmFischerSchmidtNachtwei, author = {B{\"o}hm-Fischer, Annina and Schmidt, Joel T. and Nachtwei, Jens}, title = {Ears on the Street: Practitioner Opinions on What Competencies Sales Executives Need and How to Develop Them}, series = {SAGE Open}, journal = {SAGE Open}, number = {12(4)}, publisher = {Sage}, doi = {10.1177/21582440221129246}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:b1533-opus-5259}, pages = {1 -- 19}, abstract = {The goal of this in-depth interview study was to gain knowledge about important, needed and developed competencies ofexecutives. Supplementary design factors and implementation barriers were examined as framework conditions for compe-tency development. The study (N= 66) gathers information from three different subject groups: executives (n= 22), freelancetrainers (n= 23), and corporate HR professionals responsible for executive development (n= 21). A total of 13 importantcompetencies were extracted from the answers of all respondents. Groups agreed on five competencies (leading, communi-cation, achievement motivation, organizing and strategy, social influence) which are therefore classified as needed. Design fac-tors and implementation barriers were classified, ranked according to relevance and evaluated in general and on a group-specific basis. The two most important design factors mentioned by all subject groups are: 1) to ensure the practical rele-vance of development programs; and 2) to include time for discussion and reflection. The three most common barriers aredaily business, conflicting old habits and lack of motivation. Results also show that other competencies are also developed,but are not classified as needed (e.g., openness for novelty, and self-reflection). These findings provide insight and guidancefor creating training and development programs for sales executives that focus on the competencies that are needed andhow these can be developed.}, language = {en} }