Sales coaching: Making the great leap from sales manager to sales coach
L Richardson McGraw Hill Professional 2008
Cites in Google Scholar:
48
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Le coaching du directeur et la performance du vendeur une approche relationnelle
C Trépanier 2010
This thesis examines the sales manager's coaching of employees and its effectiveness in the sales context. While some authors maintain that managers would do well to spend more time coaching their sellers to improve their performance, a review of the literature reveals that coaching is still not well defined and that the positive impact o...
Cites in Google Scholar:
11
The influence of coaching on employee performance: Results from two international quantitative studies
C Pousa, A Mathieu Performance Improvement Quarterly 2014
Coaching has been identified as a key managerial behavior that organizations must promote to develop employees and achieve higher levels of performance. Despite this agreement and an increasing interest in coaching, there is still a paucity of studies exploring the impact of coaching on individual performance. This article presents an emp...
Cites in Google Scholar:
91
Citations (2 in Portal)
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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:
138
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Employee perceptions of managerial coaching and work engagement using the Measurement Model of Coaching Skills and the Utrecht Work Engagement Scale
R Ladyshewsky, R Taplin International Journal of Evidence Based Coaching and Mentori... 2017
This study explored the perceptions of an employee’s manager as coach behaviour and the relationship to their perceived work engagement. The Measurement Model of Coaching Skills (MMCS) by Park and colleagues and the Utrecht Work Engagement Scale (UWES) were used as the tools to measure this relationship. The MMCS was also validated furthe...
Cites in Google Scholar:
61