Individualized support is a leader behavior that is more likely to be exhibited by sales managers from a behavior-based control system (as opposed to outcome-based).

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Individualized support focuses on providing personalized coaching and development to each sales team member based on their unique needs and strengths. This requires a more hands-on approach that is better facilitated by behavior-based control systems, which emphasize coaching and feedback on specific actions and behaviors. On the other hand, outcome-based control systems tend to prioritize results and may overlook the individual needs and development of sales team members.

Individualized Support Is a Leader Behavior That Is More Likely