Kepemimpinan Transformasional Sales Manager Dalam Mendorong Pencapaian Kinerja Pada PT Fajar Mandiri Sukses Medan

Abstract

This study aims to analyze the role of the Sales Manager's transformational leadership in driving sales force performance at PT Fajar Mandiri Sukses Medan. Transformational leadership is considered crucial in the sales environment because the Sales Manager plays a role not only in directing target achievement but also in fostering the sales force's motivation, self-confidence, creativity, and commitment. This study employs a qualitative approach using a case study method. Data were collected through in-depth interviews, observation, and documentation, with informants selected purposively based on their involvement in management and sales activities. Data analysis was conducted through the stages of data condensation, data display, and conclusion drawing and verification. The research focuses on four dimensions of transformational leadership—idealized influence, inspirational motivation, intellectual stimulation, and individualized consideration—and their relationship to sales force performance. The findings indicate that the Sales Manager's transformational leadership drives performance through the leader's role modeling and integrity, the provision of motivation and direction for target achievement, the development of problem-solving skills and creativity, and the offering of individualized attention and coaching. This process contributes to enhancing the sales force's motivation, self-confidence, engagement, achievement orientation, and ability to meet targets.