Coaching 'can benefit sales firms'

Sales professionals should consider putting in place a coaching style of management to maximise their efficiency, it has been claimed.

According to the Chartered Institute of Personnel and Development, companies could benefit from moving from a command and control approach to a more participative style of sales management.

Dr John McGurk, learning, training and development adviser at the organisation, commented that a coaching style of management ought to be seen by top managers as a business issue rather than a learning and development department initiative.

He continued: "Both learning and development and coaching and mentoring have roles in design and support, but if line managers are to engage then coaching needs to have the imprint of a business strategy."

Earlier this week, Working Links, a group which aims to find employment for people who have been out of employment for a long period of time, claimed office-based training programmes allow employers to retain better control over skills development plans.

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Filed: 15-04-2009