How political skill builds social capital and enhances salesperson performance
Timothy P. Munyon , Rachel E. Frieder, Cinthia B. Satornino, Andrew M. Carnes, Willy Bolander, and Gerald R. Ferris
Research has shown that a salesperson’s political skill significantly influences the development and use of their social capital. This skill, often seen as an individual’s ability to effectively navigate interpersonal relationships, has profound implications for their professional networks. However, the intricacies of this relationship are not entirely clear.
While there’s evidence linking political skill to specific network structures, its broader impact on the overall quality of one’s social network remains a grey area. Does someone with high political acumen necessarily have a more robust and beneficial network? Or do they simply have a network that looks structurally sound on the surface? These are questions that current research has yet to answer definitively.
Another area of ambiguity lies in the measurement of social network quality. There are objective measures, like the number of connections or frequency of interactions, and subjective measures, like perceived trustworthiness or value of connections. It’s unclear if these two types of measurements converge to paint a consistent picture of network quality. For instance, a salesperson might have numerous connections (high objective quality) but might not trust many of them (low subjective quality). How do these discrepancies play out in real-world scenarios?
Theoretical frameworks have long posited that both political skill and a high-quality social network are invaluable assets in the business world. They’re seen as tools that can open doors, foster collaborations, and drive sales. Yet, the direct impact of these tools on the dynamic between salespeople and their clients is still under-researched. Do these assets translate to more sales, more frequent interactions, or perhaps more meaningful, long-term relationships?
Furthermore, political skill isn’t monolithic. It has various facets, from interpersonal influence to social astuteness. It’s crucial to dissect these dimensions to understand which ones have the most pronounced effect on social network quality. Does one aspect of political skill stand out as more influential than others?
To address these gaps in understanding, the authors developed a comprehensive model that delves deep into the interplay between political skill, social network quality, and sales outcomes. Their approach is twofold. First, they aimed to discern the unique contributions of both objective and subjective network quality metrics in the relationship between political skill and sales results over a year. This phase will shed light on which measures of network quality are most predictive of sales success.
In the next phase, they expanded their scope by analysing data from interactions between salespeople and customers. This provided insights into how political skill and network quality jointly influence not just sales volume, but also sales frequency and the overall health of client relationships.
The research sought to unravel the complex web of interpersonal skills, professional networks, and business outcomes, providing a clearer roadmap for salespeople navigating today’s interconnected business landscape.
REFLECTIONS
1. In considering the relationship between a salesperson’s political skill and the development of their social capital, how do you perceive the balance between quantity and quality of connections? Reflect on instances where having a vast network might not necessarily equate to a beneficial one, and how political acumen might play a role in discerning the difference.
2. The article touches upon the discrepancies between objective and subjective measurements of social network quality. How do you think these two types of measurements might manifest in real-world professional scenarios? Reflect on personal experiences or observations where the perceived value of a connection differed from its tangible benefits.
3. Given the various facets of political skill, such as interpersonal influence and social astuteness, which do you believe holds the most weight in shaping the quality of one’s professional network? Reflect on how different dimensions of political skill might influence not just the structure, but the depth and strength of professional relationships.
4. The research aims to provide a clearer roadmap for salespeople in today’s interconnected business landscape. Reflect on the challenges and opportunities this interconnectedness presents. How do you envision the evolving role of political skill and network quality in navigating these challenges and leveraging opportunities in the future?