Expanding Sales Coaching Research Through System Dynamics’ and Sciences of Complexity's Perspectives

Coaching has been identified as one of the most important influences in Sales Management. So far, scientific research has addressed its research with a mechanistic view, considering simple models and a limited number of variables which do not reflect the inner complexity of a multi-level, dynamic, systemic human situation. This paper presents an integrated multi-level framework of analysis using System Dynamics' elements, which closes the above mentioned gap and opens new research avenues. Furthermore, the paper elaborates on the possibilities of expanding research by using the Sciences of Complexity's perspective, in particular the concept of Complex Evolving Systems