Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:
A)using specially-sequenced exercises
B)tracking performance improvements carefully
C)encouraging salespeople to focus on primary tasks
D)creating space for salespeople to develop professionally
E)developing the salesperson's commitment to improve performance

Question

Quizplus · Accepted Answer

Coaching is about helping the salesperson recognize and acknowledge the need to improve their performance, as well as committing to making positive changes. While tracking performance improvements and creating space for development are important aspects of coaching, the ultimate goal is to develop the salesperson's own commitment to improving their performance. The use of exercises and encouraging salespeople to focus on primary tasks can both be helpful tools in coaching, but they are not the focus of coaching itself.  Therefore, option E is the best choice.

Coaching Focuses on Helping the Salesperson Recognize the Need to Improve