Document Detail

Sales management coaching: a model for improved insurance company performance.
MedLine Citation:
PMID:  17194689     Owner:  NLM     Status:  MEDLINE    
Of all the things sales managers do to develop salespeople, many people believe the most important one is coaching. Coaching is defined as using skills, experience, and direction to help someone improve their performance. Coaching consists primarily of giving people feedback to reinforce what they do well while suggesting ways and means to improve. Coaching implies that everybody can improve and hopefully everybody wants to get better at what they do. Many sales managers erroneously believe that they have to be better than the person they are coaching at the skill set they are discussing in order to be a useful coaching resource to that person. To be a good coach requires an understanding of the skills being discussed and a desire to help someone improve in the performance of their job. The sales manager who knows how to provide that feedback will have more productive, effective, satisfied, and motivated salespeople. This paper provides an overview of the coaching sequence and the skills required to make it work with some comment on how this was successfully applied to a major national insurance company. Sales Management styles vary, and what works for one person may not work for another. Effective Sales Management Coaching can provide sales managers with the skills to help salespeople grow and develop professionally.
Tony Carter
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Publication Detail:
Type:  Journal Article    
Journal Detail:
Title:  Journal of hospital marketing & public relations     Volume:  16     ISSN:  1539-0942     ISO Abbreviation:  J Hosp Mark Public Relations     Publication Date:  2006  
Date Detail:
Created Date:  2006-12-29     Completed Date:  2007-01-30     Revised Date:  -    
Medline Journal Info:
Nlm Unique ID:  101121477     Medline TA:  J Hosp Mark Public Relations     Country:  United States    
Other Details:
Languages:  eng     Pagination:  113-25     Citation Subset:  H    
William Paterson University, Christos M. Cotsakos College of Business, Russ Berrie Institute for Professional Sales, Wayne, NJ, USA.
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MeSH Terms
Commerce / organization & administration*
Efficiency, Organizational*
Insurance, Liability*
Professional Competence*
United States

From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine

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