Coaching in the sales profession: what part can coaching with literature play in dealing with a contemporary "Bartleby"?

Article


Eastman, C., Critten, P. and Day, C. 2020. Coaching in the sales profession: what part can coaching with literature play in dealing with a contemporary "Bartleby"? International Journal of Evidence Based Coaching and Mentoring. 18 (2), pp. 68-82. https://doi.org/10.24384/3h3y-2b28
TypeArticle
TitleCoaching in the sales profession: what part can coaching with literature play in dealing with a contemporary "Bartleby"?
AuthorsEastman, C., Critten, P. and Day, C.
Abstract

This article makes a case for using Herman Melville’s 1853 short story “Bartleby the Scrivener, A Tale of Wall-Street” to support new sales staff. Rock and Schwartz’s (2006) ideas on brain-based coaching have been reinforced by an exploration of a literary approach to coaching in order to demonstrate how to support sales people. The study used feedback from salespeople in mainly the recruitment and publishing industries. Data collected suggest that new sales recruits are frustrated at not knowing what standards they are expected to meet. Findings also suggest that there was merit in using literature as part of a coaching development exercise and that literature such as “Bartleby” could be a source of help in navigating work situations.

Research GroupWork and Learning Research Centre
PublisherOxford Brookes University
JournalInternational Journal of Evidence Based Coaching and Mentoring
ISSN1741-8305
Publication dates
Print03 Aug 2020
Publication process dates
Deposited19 Mar 2020
Accepted17 Jul 2020
Output statusPublished
Publisher's version
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Copyright Statement

© the Author(s). Published by Oxford Brookes University
IJEBCM is an open access journal which means that all content is freely available without charge to the user or his/her institution. Users are allowed to read, download, copy, distribute, print, search, or link to the full texts of the articles without asking prior permission from the publisher or the author.
IJEBCM applies the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC-BY-NC-ND 4.0) licence to newly published works.

Digital Object Identifier (DOI)https://doi.org/10.24384/3h3y-2b28
LanguageEnglish
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