All Resources

1. 
   The impact of training, mentoring and coaching on personal learning in the sales environment
   Coaching
   Bradford, Shalonda, Rutherford, Brian, Friend, Scott

   Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force.  However, little is known ...

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2. 
   The role of mentoring on outcome based sales performance: A qualitative study from the insurance industry
   Performance
   Rollins, Minna, Rutherford, Brian, Nickell, David

   This study explores informal mentoring on outcome-based salesperson performance....

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