Author(s): Anshu Saran, Morris Kalliny, Madison Valverde and Linda Chepkemboi
Mentorship can be developed in one of two ways: formal and informal. In a formal program, the mentor and the mentee can define clear objectives and use a certain approach to accomplish goals, and the mentees are paired with mentors to serve their needs. Studies that specifically study the key constructs of effective mentorship in a sales management context are limited and lack insight from sales managers and individuals with significant sales management experience. The purpose of his study is to identify the antecedents and consequences of effective mentorship in the sales management context and identify how to operationalize key constructs of effective mentorship in a sales environment.