Sales Managers’ Motivation to Coach Salespeople: an exploration using expectancy theory
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 af...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Oxford Brookes University
2010-02-01
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| Series: | International Journal of Evidence Based Coaching and Mentoring |
| Subjects: | |
| Online Access: | https://radar.brookes.ac.uk/radar/file/c211aefd-533c-4121-a9b1-b3a0deb5e235/1/vol08issue1-paper-02.pdf |