TY  - JOUR
TI  - The impact of training, mentoring and coaching on personal learning in the sales environment
AU  - Bradford, S.
AU  - Rutherford, B.
AU  - Friend, S.
AB  - Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force. However, little is known about the interplay between these learning tools and the extent to which a salesperson applies the knowledge, skills, and abilities acquired in training on the job, defined as learning transfer. Using a sample of frontline salespeople across various industries, this study investigates the significance of training, mentoring, and coaching in the sales learning transfer. The findings of the study bolster knowledge of the tools that increase learning and promote transfer, both of which can ultimately improve sales performance.
IS  - 1
JO  - International Journal of Evidence Based Coaching and Mentoring
PY  - 2017
KW  - Coaching
KW  - Mentoring
KW  - Training
KW  - sales
KW  - personal learning
SP  - 133
EP  - 151
VL  - 15
LA  - English
ER  -