@article{birknerov2021development,
  title = {The Development of Sellers’ Potential  through a Coaching Approach},
  author = { Zuzana Birknerová and Eva Benková},
  year = 2021,
  url = {https://ibimapublishing.com/articles/JHRMR/2021/889765/},
  journal = {Journal of Human Resources Management Research},
  volume = 2021,
  pages = 8,
  doi = 10.5171/2021.889765,
  abstract = {Coaching is an innovative method of developing the potential of sellers. It represents one of the possible tools of development focused on awareness and behaviour. In the presented research, the perception of coaching was identified on the basis of three factors, namely Behaviour, Emotions and Cognitions. The results of the experiment confirmed the fact that 121 salespeople who attended working meetings with coaching elements scored higher in Cognitions and Behaviour factors compared to 166 uncoached sellers. After completing the coaching approach, the coached sellers showed a higher degree of self-reflection and empathy. The coaching meeting is perceived more positively compared to the working meeting, where the superiors set fixed tasks.},
  keywords = {Coaching, corporate training, sellers},
  note = Article ID: 889765
}