Masterful coaching: Extraordinary results by impacting people and the way they think and work together
RA Hargrove Pfeiffer & Company 1995
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Sales Managers’ Motivation to Coach Salespeople: an exploration using expectancy theory
C Pousa, A Mathieu International Journal of Evidence Based Coaching and Mentori... 2010
Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours: ‘coaching’ or ‘directive’ behaviour. As companies can be interested in promoting coaching in order to develop their human resources, they can find useful to understand which factors affect sales managers’ motivation to co...
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