Drake Management Review

Permanent URI for this collection

https://hdl.handle.net/2092/2014
The mission of the Drake Management Review is to provide an online, accessible, publication for high-quality, insightful, and thought-provoking viewpoints, commentaries, applied research articles, case studies, student/faculty research reports, and book reviews focusing on issues relevant to today’s organizational managers and academic researchers. More information & sumission guidelines can be found here: https://faculty.cbpa.drake.edu/dmr/

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Now showing 1 - 5 of 59
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    Book Review: Level Five Coaching System: How Sales Leaders Are Developing Preeminent Sales Teams
    (Drake Management Review, 2024-04) Nelson, Julie B.; Henderson, Mary U.
    This book review assesses John Hoskins' Level Five Coaching System: How Sales Leaders Are Developing Preeminent Sales Teams. Targeting sales leaders, the book provides a concise yet comprehensive framework for developing successful sales teams, emphasizing consultative selling. Hoskins guides readers through five progressive levels of selling, emphasizing the mindset's pivotal role in sales success. The book stands out for its unique framework, offering a clear and consistent approach to implementing and measuring sales coaching. While not introductory, the book benefits new sales leaders, addressing a literature gap in sales coaching processes. Despite being released pre-pandemic, the book's content remains relevant, aligning with the urgency of developing seller capabilities in an evolving buyer landscape. It advocates for upskilling, resonating with McKinsey's research on salesforce development. Beyond professional applications, the Level Five Coaching System is also useful in higher education, offering practical application, real-world relevance, skill development, adaptability, and improved learning outcomes. Its versatility makes it a valuable resource for both practical and academic contexts.
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    Developing Tomorrow’s Introverted Leader: Exploring Discrimination, Leadership Aptitude, and Strategic Development
    (Drake Management Review, 2024-04) Harless, Rachel
    When it comes to leadership opportunities, introverts are commonly dismissed due to qualities that seem ill-fitting when compared to extroverted candidates. In truth, introverts possess many leadership-suited traits, but these are often unnoticed in the workplace because many organizational practices, standards, and selection measures are designed with extroverts in mind. By shaping development, success, and advancement around extroversion, introverted employees – including those from cultures that value introverted traits – are systemically disserviced, creating disparate impact. To further understand these issues, an extensive literature review was conducted to explore the relationship between leadership and introversion from multiple cultural and industry perspectives. The takeaways from this research affirmed that introverted leaders can be powerful but that employers tend not to see this potential. More interestingly, the study revealed the serious issue of discrimination that introverts face, as well as the roots of such treatment. This revelation, in turn, confirmed that organizational practices have created unfair leadership roadblocks for introverts. On the bright side, the literature review confirmed that successful leadership development methods for introverts exist but have generally been unutilized because they have not been strategically wielded together. To begin rectifying this oversight, those development methods were summarized into a basic developmental framework of best practices for effectively identifying and developing introverted leaders.
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    The Use of Artificial Intelligence to Accelerate Small and Medium Sized Business Customer Journey Development
    (Drake Management Review, 2024-04) Green Urbaczewski, Angela; Urbaczewski, Andrew
    In this case study, we explore the use of artificial intelligence (AI) to assist small and medium sized businesses in more fully automating their customer journey process. More fully detailed is how an American medium-sized business used AI to comb through their various marketing data, shift their target marketing strategy, and help create a more structured funnel to help the firm identify opportunities and close gaps in their customer relationship process. This process led to immediate gains and greater, more fruitful interactions with customers as they proceeded from product identification all the way to sales closure and support after the sale.
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    Jack of All Trades vs Master of Some: Searching Ideal Knowledge Portfolio for Tech Start-Ups
    (Drake Management Review, 2024) Sharma, Madhav; Bowman, Andy; Kirtley, Jerome
    Senior leadership is indisputably central to firm performance. Numerous studies have delved into various attributes of firm leadership as predictors of performance, primarily focusing on educational background and prior tenure in other organizations. Surprisingly, the role of technical skills within firm leaders remains an under-researched area. Given that these leaders often serve as chief decision-makers in technology-centric firms, managing numerous engineers, their technical skills likely play a crucial role in ensuring seamless operations and fostering productive teams. This study addresses this gap by examining the influence of leaders' technical skills, specifically evaluating the diversity of these skills, and their depth and breadth within each technical domain on firm performance. Using data from Angel.co and LinkedIn, we constructed technical profiles for 100 firms based on the technical skills of their founders. Our analysis focused on the relationship between the Euclidean distance of technical profiles, their breadth and depth, and firm performance was measured in terms of the capital raised. Our findings suggest that the diversity and depth of technical profiles affect firm performance. We further discuss the broader implications of our results for both research and practical application.