Outputs (2)

Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching (2022)
Journal Article
Mackenzie, C., & Bauer, A. C. (2022). Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching. Wirtschaft und Management, 32, 67-85

This conceptual paper has the aim of providing a tool suitable for supporting the continuous professional development of sales management and staff.

Previous research highlighted a lack of poor ongoing training and opportunities for continuous... Read More about Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching.

A new paradigm for CPD in Sales (2021)
Journal Article
Mackenzie, C., & Bauer, A. C. (2021). A new paradigm for CPD in Sales. International Journal of Sales Transformation, 7(4), 10-13

This concept paper discusses the benefits of a continuous Training, Mentoring and Coaching cycle for sales managers and sales executives. It explains the different stages of the cycle and gives suggestions on what each cycle could contain. It is a me... Read More about A new paradigm for CPD in Sales.