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Dimensions of Effective Sales Coaching: Scale Development and Validation by Carlin A. Nguyen; Andrew B. Artis; Richard E. Plank; Paul J. Solomon is a Business, Management and Accounting article available to read on EtoBox.

What is Dimensions of Effective Sales Coaching: Scale Development and Validation about?

Coaching is the most common intervention tool used by sales managers to develop their salespeople, and the ability to effectively coach others is often what makes a sales manager successful. While sales organizations recognize the importance and positive impact of sales coaching, the unfortunate reality is that most sales managers still lack the proper training to coach salespeople effectively. One reason for this is due to the lack of clarity on the sales coaching skills and abilities that drive and improve the sales coaching process. A first step in resolving this problem is to provide practitioners and researchers with a psychometrically-sound measure of effective sales coaching. Without an adequate sales coaching scale, prior sales-related coaching research has relied heavily on managerial coaching scales. Unfortunately, due to potential reliability and validity issues with the managerial coaching scales, the use of those managerial coaching scales may not be appropriate within a sales context. As a result, this study advances a three-factor, 14-item effective sales coaching (ESC) scale that is validated among a sample of B2B salespeople. The ESC scale contains three dimensions

Who reads Dimensions of Effective Sales Coaching: Scale Development and Validation?

Author

Carlin A. Nguyen; Andrew B. Artis; Richard E. Plank; Paul J. Solomon

Publisher

Informa UK Limited

Published

2019

Language

EN

Field

Business, Management and Accounting (Social Sciences)