The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople

• Published in: The Journal of personal selling & sales management Vol. 25; no. 3; pp. 269 - 281
• Main Authors: Leach, Mark P., Liu, Annie H., Johnston, Wesley J.
• Format: Journal Article
• Language: English
• Published: Abingdon Routledge 01-07-2005; M. E. Sharpe; Taylor & Francis Ltd
• Subjects: Ambiguity; Emotional development; Emotional intelligence; Industrial training; Managerial skills; Marketing; Motivation; Personal selling; Professional development; Sales management; Sales personnel; Salespeople; Studies; Training
• ISSN: 0885-3134; 1557-7813
• DOI: 10.1080/08853134.2005.10749063

Time management, goal setting, goal attainment strategies, prioritization techniques! These are some of the self-regulation skills that today's sales organizations are attempting to develop in a sales force through self-regulation training. This study empirically investigates self-regulation training and how it can facilitate salesperson performance. Findings suggest that self-regulatory training can enhance salesperson self-regulation capabilities, decrease role ambiguity, and thereby aid sales performance. Furthermore, our findings suggest that the value of self-regulation training may not be uniform across all sales trainees. Specifically, self-regulation training may be more beneficial to salespeople after they have developed a level of mastery over fundamental core selling capabilities.