Sales coaching: Making the great leap from sales manager to sales coach
L Richardson McGraw Hill Professional 2008
Cites in Google Scholar:
46
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Boosting customer orientation through coaching: a Canadian study
C Pousa, A Mathieu International Journal of Bank Marketing 2014
Purpose – The purpose of this paper is to investigate to what extent bank manager's coaching, a managerial relationship behavior based on mutual trust, openness and quality of exchanges, affects front-line employee's performance through the mediating effect of salesperson's customer orientation. Design/methodology/approach – The pape...
Cites in Google Scholar:
100
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Forward in Time
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...
Cites in Google Scholar:
113
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Dynamic Team Leadership Coaching Towards Business Results
A Barosa-Pereira 2020
Limited published research has examined team coaching function processes. Through an extensive systematic literature review, this research explores team coaching knowledge and proposes a new construct by adding the Dynamic Team Leadership meta-theory (Kozlowski, Watola, Nowakowski, Kim and Botero, 2009). The concept of Dynamic Team Leader...
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1