Unleashing the power of salespersons’ implementation intentions through coaching

  • Claudio Pousa
  • Development and Learning in Organizations, September 2019, Emerald
  • DOI: 10.1108/dlo-02-2019-0050

What is it about?

Through the use of managerial coaching, managers can help subordinates develop implementation intentions to address difficult problems and situations with customers. These implementation intentions take the form of new task strategies and go beyond the automated mechanisms of providing more effort, persisting longer in the pursuit of goals or adapting old strategies to solve new problems. By developing implementation intentions in advance, salespeople and frontline employees can be more effective in their interactions with customers, deliver more value and increase performance

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http://dx.doi.org/10.1108/dlo-02-2019-0050

The following have contributed to this page: Claudio Pousa