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Journal of the Academy of Marketing Science

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01.01.2013 | Original Empirical Research

Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance

verfasst von: Kirby L. J. Shannahan, Alan J. Bush, Rachelle J. Shannahan

Erschienen in: Journal of the Academy of Marketing Science | Ausgabe 1/2013

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Abstract

In this two-part empirical study, a measure of athletic coachability is adapted and applied to salespeople in a business-to-business sales context. Relationships among salesperson coachability, salesperson trait competitiveness, sales manager leadership style, and sales performance are conceptualized and tested. Results suggest that sales performance is highest when salespeople are highly coachable, highly competitive, and under transformational leadership. Results also suggest that salesperson coachability fully mediates the relationship between transformational leadership and sales performance and partially mediates the relationship between salesperson trait competitiveness and sales performance.

Vorheriger Artikel Customer knowledge creation capability and performance in sales teams

Nächster Artikel Group influences of selling teams on industrial salespeople’s cross-selling behavior

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Titel: Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance
verfasst von: Kirby L. J. Shannahan
Alan J. Bush
Rachelle J. Shannahan
Publikationsdatum: 01.01.2013
Verlag: Springer US
Erschienen in: Journal of the Academy of Marketing Science / Ausgabe 1/2013
Print ISSN: 0092-0703
Elektronische ISSN: 1552-7824
DOI: https://doi.org/10.1007/s11747-012-0302-9

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