부산대학교 도서관

The purpose of this study was to develop a feedforward coaching model for enhancing salespersons' performance. A three-stage Delphi survey was conducted, comprising literature review, one-on-one in-depth interviews, focus group interviews, and a panel of 25 experts to derive the components of the feedforward coaching model. The research resulted in the completion of the Feedforward Coaching (FFC) model for sales managers, composed of six elements: Relationing, Strength Expansioning, Visioning, Targeting, Growth Supporting, and Action Change. The study's conclusions affirm: firstly, the potential efficacy of employing the FFC model as an effective tool for enhancing performance when integrating feedforward and coaching; secondly, the FFC model's significance as a crucial structure and principle for mutual growth among salespersons, managers, and organizations; and thirdly, the transformative role of the FFC model in altering the paradigm of communication quality. The FFC model developed in this research, integrating feedforward and coaching, stands to be beneficial for achieving performance enhancement by introducing an innovative paradigm for communication quality, fostering mutual growth among salespersons, managers, and organizations.