Servant leadership and sales force performance in the banking sector of Uganda

Abstract

The purpose of the study was to establish the relationship between servant leadership and Sales force performance in commercial banks of Uganda. The study adopted a cross sectional and quantitative survey design. Correlational and regressional designs were adopted to explain the relationships between the variables of study and the extent to which the independent variables explain the dependent variable. The study sample consisted of 379 sales people from commercial banks in Uganda. The instrument was tested for reliability and all variables were found to possess an alpha coefficient of above 0.70. Questionnaires were then analyzed using SPSS and results presented based on the study objectives. The results from the study revealed that there is a positive and significant relationship between servant leadership and sales force commitment, sales force commitment and sales force performance and lastly servant leadership and sales force performance. This implies that to improve performance of bank sales people, sales managers should ensure their emotional healing; highly entrust their sales force with responsibilities that improve their skills as well as furthering their careers in order to improve their overall performance. The study therefore recommends sales managers to empower their employees, ensure emotional healing and include sales force in the vision setting of commercial banks in order to ensure better sales force performance.