BIOGRAPHIES OF LEADERS AS A LEARNING TOOL IN SALES AND MANAGEMENT

Abstract

This study investigates how leaders’ biographies can serve as a learning tool in sales and management, considering that executive trajectories provide real narratives that help bridge theoretical concepts and practical experiences in professional training. The main objective was to analyze the pedagogical potential of such narratives for the development of strategic, behavioral and commercial competencies required in contemporary organizational environments. The research adopted a qualitative approach based on a bibliographic review, including systematic analysis of literature on leadership, organizational learning and managerial practices, which enabled the identification of theoretical foundations supporting the use of biographies as a methodological learning resource. The results showed that professional life stories of leaders significantly contribute to sales and management education by revealing decision-making processes, challenges, leadership styles, commercial strategies and behavioral repertoires applicable to current organizational demands. It is concluded that the pedagogical use of biographies strengthens managerial training by providing concrete examples of decision-making and competence development, enhancing the analytical and reflective abilities of students and professionals working in competitive environments.