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Running Head: SALES MANAGEMENT 1Task 1: Coaching and MentoringName of the StudentName of the University
SALES MANAGEMENT21.1 Principles of Coaching and MentoringCoaching is the process by which a person or a group of persons are provided withcorrect skills, techniques, knowledge so that the latter can identify good opportunities andaccomplish the given targets successfully. Mentoring also known as mentorship is therelationship that develops between the mentor and the individual. An experienced personguides or trains the individuals in various skills, techniques and knowledge so that he or shecan perform well and gain good success and growth in life. There are various principles ofcoaching and mentoring. They are—first, a good learning and friendly relationship should becreated helping the trainees to perform well. Second, the mentor or the coach should beexpertise in his or her field so as to train others effectively. Third, they should focus ontraining and development programs so that the trainees can get the required training to fulfiltheir needs. Fourth, they should be capable enough to provide correct direction to thetrainees. Fifth, the mentor or the coach should have good personality. Finally, they shouldfollow ethical and moral values to guide the trainees properly without any partiality orbiasness. The skills which the mentor or the coach should possess are—they should havegood communication, interpersonal, negotiation and decision-making skills. Second, shouldhave good personality and leadership qualities to motivate others. Third, should providecorrect feedback so that the employees can work hard and finally, should have the quality toidentify the opportunities and challenges and handle them with correct solutions.1.2 Linkage of mentoring with objectives and activities in developing effective teams,individuals and organizationA coach or a mentor guides and fulfil the basic needs so that the individuals, theteams and the organization as a whole can perform well and gain good success and growth inthe correct as well as in the future business markets. The objectives and goals of theorganization helps the mentor and the coach to guide the employees correctly so that they can
SALES MANAGEMENT3together work efficiently and effectively. It is also easier to develop and motivate goodemployees by motivating to perform well in the changing business scenario. The individualsas well as the team members are provided with modern training and development programshelping them to use the right techniques at the right time. Another reason of liking theobjectives with mentoring is to create and develop a successful diverse work culture. Thestaffs are encouraged to create a good relationship with one another. They even learn torespect each other’s views, ideas, thoughts etc. and learn to work cooperatively andcoordinatingly. Third, the staffs also learn to trust one another and share information,experience and skills helping in the better development of the firm. Fourth, good strategiesand plans can also be developed by identifying both the opportunities and challenges leadingto handle the situation successfully. Fifth, the staffs can also be motivated to engagethemselves in various activities and learn to perform and complete various tasks successfully.Finally, the employees become confident by improving their behavior, performance andpersonality to compete successfully and gain success in the changing scenario.1.3 Theories of coaching and mentoringThe FUEL model is an important coaching and mentoring model. The full form ofFUEL is frame, understand, explore and lay are the four important steps that helps the mentoror coach to explain the employees about the goals and its outcomes nicely. The leader thenanalyses the present situation and explores the future state based on which he of she decidesto provide the employees with correct training and awareness programs. Finally, a successplan is developed motivating the employees to accomplish the tasks successfully.
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