The role of mentoring on outcome based sales performance: A qualitative study from the insurance industry

Abstract

This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believed to play an important role within corporations, yet little empirical evidence exists on its impact on salesperson performance. The authors interviewed salespeople of an international insurance company regarding mentoring and sales performance. Using a qualitative research approach, the authors explored a mentor’s influence on the sales performance of the protégé. The findings suggest that mentoring contributes to salesperson performance in numerous ways. Specifically, mentoring salespeople early in their career can benefit all parties; protégé, mentor, and organization. In addition, mentees will often become mentors themselves.

Keywords

• informal mentoring
• sales management
• case study research