The Constructs of Sales Coaching: Supervisory Feedback, Role Modeling and Trust

Sales coaching has long been cited by sales professionals as a critically important means used by sales managers to enhance the performance of their salespeople. A review of a number of popular press articles and books indicates that practitioners typically discuss sales coaching as a multidimension...

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Bibliographic Details
Published in:	The Journal of personal selling & sales management Vol. 18; no. 1; pp. 53 - 63
Main Author:	Rich, Gregory A.
Format:	Journal Article
Language:	English
Published:	Abingdon Pi Sigma Epsilon 01-01-1998 Taylor & Francis Ltd
Subjects:	Behavior modeling Coaching Effectiveness Feedback Industrial markets Management styles Managers Marketing Personal selling Positive feedback Professional development Respect Role models Sales management Sales personnel Salespeople Selling and Sales management in Action Studies Trust Verbal communication United States > US
Online Access:	Get full text
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Summary:	Sales coaching has long been cited by sales professionals as a critically important means used by sales managers to enhance the performance of their salespeople. A review of a number of popular press articles and books indicates that practitioners typically discuss sales coaching as a multidimensional activity consisting of three core constructs: supervisory feedback, role modeling, and salesperson trust in manager. This article defines and examines the three sales coaching constructs in detail, reviewing the most recent academic theory and research in order to more precisely understand how and why sales coaching is effective.
ISSN:	0885-3134 1557-7813