Results - Stream

New directions in sales leadership research

TN Ingram, RW LaForge, WB Locander, S MacKenzie, P Podsakoff Journal of Personal Selling \& Sales Management 2005

The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is prese...

Sales coaching: Making the great leap from sales manager to sales coach

L Richardson McGraw Hill Professional 2008

Is managerial coaching a source of competitive advantage? Promoting employee self-regulation through coaching

C Pousa, A Mathieu Coaching: An International Journal of Theory, Research and P... 2015

The present business environment of extreme competition and rapid changes has motivated scholars to identify variables that can help companies stand up to and overcome these challenges. Research on self-regulation found that self-perceptions of efficacy not only can mediate the effects of external influences on results, but can also regul...

Chief Executive Officers' perceived value of coaching: individual and organisational influences

S Walston Coaching: An International Journal of Theory, Research and P... 2014

Although coaching is widely being used as a means for leadership development, very little is known regarding CEOs' perceived value of coaching and those factors that influence these perceptions. Using 583 complete surveys from a national US survey of hospitals, this article examines the relationship of organisational and individual charac...