The Spirit Model: Sales Performance through Individual Realization, Impact, and Transformation

Garrett Hart

doi:10.2478/bsaft-2025-0005

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The Spirit Model: Sales Performance through Individual Realization, Impact, and Transformation

Scientific Bulletin

Volume 30 (2025): Issue 1 (June 2025)

By: Garrett Hart

Open Access

|Jun 2025

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Abstract

Sales organizations face persistent challenges in aligning employee engagement, retention, and performance with organizational objectives. The Sales Performance through Individual Realization, Impact, and Transformation (SPIRIT) model introduces a conceptual framework integrating self-determination theory and leader-member exchange to combine individual autonomy with relational support to address deficiencies in sales leadership. The model's components – individual realization, impact, and transformation – operationalize leadership practices through targeted interventions, feedback systems, and technology integration. While untested, SPIRIT provides a theoretical contribution to understanding the interplay between intrinsic motivation and relational dynamics to create a foundation for future empirical studies.

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Articles in this issue

DOI: https://doi.org/10.2478/bsaft-2025-0005 | Journal eISSN: 3100-5098 (formerly 2451-3148) | Journal ISSN: 3100-508X (formerly 1224-5178)

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Language: English

Page range: 40 - 49

Published on: Jun 24, 2025

Published by: Nicolae Balcescu Land Forces Academy

In partnership with: Paradigm Publishing Services

Publication frequency: 2 issues per year

Keywords:

employee development,

leader-member exchange theory,

motivation,

sales leadership,

self-determination theory

Related subjects:

Business and economics,

Business management,

Management, organization, corporate governance,

Engineering,

Introductions and overviews,

Law,

© 2025 Garrett Hart, published by Nicolae Balcescu Land Forces Academy
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.

Volume 30 (2025): Issue 1 (June 2025)