ABSTRACT
This chapter describes the drive for greater motivation that has fuelled a move to a more inclusive approach in Royal Mail Sales. An external organisation assessed Royal Mail sales staff against the competencies, and this initiative led 20% of staff to offer voluntary resignations with a further 20% of staff leaving because they were not judged as having met the required level of the new competencies. Conversations took place with staff within Royal Mail Sales, with the focus being their experience of working for Royal Mail Sales and the extent to which they believed inclusive leadership was practised. Activity vector analysis showed that inclusive leadership would be the style of choice for Royal Mail Sales. According to the literature on organisational strategy, the most appropriate leadership style in this situation would be a management style that is high on delegation as well as exploration, and this is exactly what appears to be present in Royal Mail Sales.
