Abstract Coaching is the most common intervention tool used by sales managers to develop their salespeople, and the ability to effectively coach others is often what makes a sales manager successful. While sales organizations recognize the importance and positive impact of sales coaching, the unfortunate reality is that most sales managers still lack the proper training to coach salespeople effectively. One reason for this is due to the lack of clarity on the sales coaching skills and abilities that drive and improve the sales coaching process. A first step in resolving this problem is to provide practitioners and researchers with a psychometrically-sound measure of effective sales coaching. Without an adequate sales coaching scale, prior sales-related coaching research has relied heavily on managerial coaching scales. Unfortunately, due to potential reliability and validity issues with the managerial coaching scales, the use of those managerial coaching scales may not be appropriate within a sales context. As a result, this study advances a three-factor, 14-item effective sales coaching (ESC) scale that is validated among a sample of B2B salespeople. The ESC scale contains three dimensions–adaptability, involvement, and rapport—that are shown to directly and indirectly influence sales performance. We also demonstrate the ESC scale’s ability to explain more variance in sales performance than the most commonly used behavior-based managerial coaching scale.

中文翻译：

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有效销售辅导的维度：规模开发和验证

摘要 辅导是销售经理用来培养销售人员的最常见的干预工具，而有效辅导他人的能力往往是销售经理成功的关键。虽然销售组织认识到销售指导的重要性和积极影响，但不幸的现实是，大多数销售经理仍然缺乏有效指导销售人员的适当培训。原因之一是由于对推动和改进销售指导过程的销售指导技能和能力缺乏明确性。解决这个问题的第一步是为从业者和研究人员提供有效的销售指导的心理测量方法。如果没有足够的销售辅导量表，先前的销售相关辅导研究在很大程度上依赖于管理辅导量表。很遗憾，由于管理指导量表潜在的可靠性和有效性问题，这些管理指导量表在销售环境中的使用可能不合适。因此，本研究提出了一个三因素、14 个项目的有效销售指导 (ESC) 量表，该量表在 B2B 销售人员样本中得到验证。ESC 量表包含三个维度——适应性、参与度和融洽度——它们被证明可以直接和间接地影响销售业绩。我们还展示了 ESC 量表比最常用的基于行为的管理指导量表更能解释销售业绩差异的能力。在 B2B 销售人员样本中验证的 14 项有效销售指导 (ESC) 量表。ESC 量表包含三个维度——适应性、参与度和融洽度——它们被证明可以直接和间接地影响销售业绩。我们还展示了 ESC 量表比最常用的基于行为的管理指导量表更能解释销售业绩差异的能力。在 B2B 销售人员样本中验证的 14 项有效销售指导 (ESC) 量表。ESC 量表包含三个维度——适应性、参与度和融洽度——它们被证明可以直接和间接地影响销售业绩。我们还展示了 ESC 量表比最常用的基于行为的管理指导量表更能解释销售业绩差异的能力。