Rutherford, Brian

IOC Resources by

• The role of mentoring on outcome based sales performance: A qualitative study from the insurance industry
  Performance
  Rollins, Minna, Rutherford, Brian, Nickell, David

  This study explores informal mentoring on outcome-based salesperson performance....

• The impact of training, mentoring and coaching on personal learning in the sales environment
  Coaching
  Bradford, Shalonda, Rutherford, Brian, Friend, Scott

  Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force.  However, little is known about the in...