Managerial coaching and sales performance: the influence of salesforce approaches and organisational demands

Purpose This study intends to understand if managerial coaching, a sustainable competitive strategy, has an impact on sales performance, through customer and results orientation of the salesforce. It also aims investigate whether pressure for results, one predominant demands in organizations today, centralisation decisions, traditional management demand still present several organizations, undermine effect coaching performance. Design/methodology/approach The 167 responses collected, distribution questionnaires among workers commercial area, were analysed structural equation model using partial least square (PLS) technique. Findings this confirm that positive force performance orientation, with having greater was found centralised decision-making do not relationship between they even reinforce Practical implications Managerial practices can sales, especially when associated freeing employees from demands. scenario favours more emancipatory management. Originality/value is first integrate organizational demands, namely centralisation, better thereby extending previous research topic.