Mohammed Ali Hussein Al-Saedi
PhD student, Department of Business Management, Faculty of Economics and administrative Sciences, University of Mazandaran, Babolsar, Iran
Publications
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Research Article
Authentic Coaching in Sales Management: The Effects on Salespeople\'s Task Performance Related Outcomes
Author(s): Mohammed Ali Hussein Al-Saedi*, Mohsen Alizadeh Sani, Mohammad Safari, Meysam Shirkhodaie and Morteza Movaghar
In recent years, the importance of sales coaching has become more pronounced as an essential component of salesperson development programs, as job success is increasingly linked to the quality of coaching provided. Though more people are aware of it, actual studies looking at the link between real coaching and staff results still are few. This paper intends to look at how genuine coaching in sales management affects salesperson performance. To achieve this objective, qualitative interviews were conducted with 20 individuals from the sales department of Asia-cell Telecommunications to identify the themes that characterize authentic coaching. The data were analyzed using thematic analysis, and the insights gained informed the development of a researcherdesigned questionnaire assessing authentic coaching. This questionnaire, combined with a job performance assessment based on the standar.. Read More»