Sales Force Performance Research Articles

The Effect Of Selling Competence, Selling Experience, and Relationship Quality On Salesforce Performance (Empirical Study of the Honda Semarang Center in the Coastal Area of Semarang)

The purpose of this study was to analyze the influence of selling experience, relationship quality, and selling competence to improve the performance of salespeople at PT. New Ratna Motor in the Coastal Area of Semarang. The object of this research is the Honda Semarang Center salesforce. The sample in this study were 139 respondents and the sampling technique used in this study was a census technique. The data analysis technique used is the structural equation model (SEM) technique from AMOS 22 software. The results show that selling competence and selling experience has a positive and significant effect on relationship quality. Selling experience and selling competence has a positive and significant effect on Salesforce performance. Relationship quality has a positive and significant effect on salesforce performance.

Pengaruh Pengalaman dan Pelatihan Terhadap Kinerja Tenaga Penjualan dengan Penjualan Adaptif Sebagai Variabel Intervening: Studi pada BNI Cabang Kebumen

This research aims to find out about experience and training on sales force performance with adaptive selling as an intervening variable. The exogenous variables in this research are experience and training, the mediating variable is adaptive selling, while the endogenous variable is sales force performance. The sampling technique in this research used a saturated sampling technique, namely all BNI Kebumen Branch sales personnel totaling 45 people. The data collection technique uses a questionnaire which is then analyzed using SEM using Smart PLS 4.0. The research results found that there is a direct influence of experience, training and adaptive selling on sales force performance. Experience and training have a direct influence on adaptive sales. Adaptive selling is able to mediate the influence of experience and training on sales force performance.

SALES FORCE PERFORMANCE EFFECTIVENESS TRAINING IN SMES

Achieving good sales performance will result from the performance of the sales force. Sales force performance is an evaluation of the sales force's contribution to achieving organizational goals. The purpose of the activity is to conduct a performance assessment of SMEs. Partners who become the place of activity are culinary creative product businesses in Jambi city. In improving business performance, through provision of knowledge on how to assess business performance that has been run. Based on the analysis of partner problems, there is still weak knowledge of performance appraisal so that it has not been able to achieve competitive advantage. The method offered in this activity is to implement a performance assessment instrument in the form of socialization and assistance to business owners. The outcomes of the exercise indicate that the salesperson performance training has been successful. By evaluating business performance, partners are now aware of areas for improvement to enhance business competitiveness and tackle growing competitive challenges effectively.

THE ROLE OF MARKETING CAPABILITIES IN MEDIATING THE INFLUENCE OF MANAGER CAPABILITIES TOWARD SALES FORCE ACHIEVEMENT

<p align="center"><strong>ABSTRACT</strong></p><p><strong> The increasingly competitive sales environment has led business practitioners, especially managers, to consistently emphasize their sales teams to achieve desired performance. Sales organizations are challenged to compete and create sustainable competitive advantages to achieve optimal sales performance. The role of Organizational Competitive Orientation, rarely studied specifically, has seen limited attention in research. Most marketing literature focuses on Market Orientation and its impact on Sales Force Performance. This study aims to explore the Mediating Role of Marketing Capabilities in the Influence of Managerial Capabilities on Salesperson Performance. The relationships among four constructs - Organizational Competitive Orientation, Managerial Capabilities, Marketing Capabilities, and Sales Force Performance - are analyzed using five hypotheses through Structural Equation Modeling (SEM). Additionally, one mediation hypothesis is tested using the Sobel Test, involving 200 sales force respondents from various industries in West Kalimantan.</strong></p><p><strong> </strong></p><p> </p>

Key Performance Indicator Analysis and Sharia Product Knowledge on Sales Force Performance with Work Motivation as an Intervening Variable at Bank Muamalat Indonesia

The growth of Islamic banking is influenced by various factor, including the performance of sales personnel in offering products. Selling skills should also be supported by a deep product knowledge product sharia. In addition, work motivation is an integral part of performance enhancement. The use of Key Performance Indicator (KPIs), Products Knowledge, and work motivation and their relationship with performance need to be measured to what extent these variables are interconnected. This research aims to analyze Key Performance Indicators and Sharia Product Knowledge on the performance sales personnel, with work motivation as an intervening at Bank Muamalat Indonesia. The background of the study is based on understanding how Key Performance Indicators and Knowledge Product Sharia owned by sales personnel can explain the relationship with performance, with work as mediation. This research is a quantitative study and utilizes a questionnaire distributed to sales force or marketing employees. Data collection was done by distributing the questionnaire through online media to the sales force. The data processing and analysis software used is SMARTPLS 3.0. The results of the direct effect variable test show that the Key Performance Indicator (X1) has a significant effect on Sales Force Performance (Z) at 0.192 with a t-statistic (2.444>1.96) or p-value (0.015<0.05). The effect of Key Performance Indicator (X1) on Work Motivation (Y) is a significant at 0.291 with a t-statistic (3.525>1.96) or p-value (0.000<0.05). The effect of Work Motivation (Y) on Sales Force Performance (Z) is significant at 0.366 with t-statistic (4.581>1.96) or p-value (0.000<0.05). The effect Knowledge Product sharia (X2) on Sales Force Performance (Z) is significant at 0.241 with a t-statistic (2.652>1.96) or p-value (0.008<0.05). The Effect of Knowledge Products Sharia (X2) on Work Motivation (Y) is significant at 0,453 with a t-statistic (5.542>1.96) or p-value (0.000<0.050). Meanwhile, for the indirect effect analysis, the indirect effect of Key Performance Indicator (X1) on Sales Force Performance (Z) through Work Motivation (Y) is 0.106 with p-value of 0.012 <0.05, which means that Work Motivation (Y) mediates the effect of Key Performance Indicator (X1) on Sales Force Performance (Z). The indirect effect of Knowledge Product Sharia (X2) on Sales Force Performance (Z) through Work Motivation (Y) is 0.166 with p-value of 0.001 <0.05, which means that Work Motivation (Y) mediates the effect Knowledge Product Sharia (X2) on Sales Force Performance (Z).

PELATIHAN CARA MENGUKUR KINERJA TENAGA PENJUALAN

The strategic role of salespeople in achieving success in selling company products cannot be underestimated. Improving the performance of salespeople is crucial, with the hope that it can make a significant contribution to increasing sales volume and achieving predetermined goals. The focus of this community service activity is to provide assistance to business owners so that they have a deep understanding of sales force performance measurement methods, enabling business owners to optimize their sales. The partner selected for this community service project is a honey business with the brand "Madu Pakcik" located in Jambi. Initial observations of the partner showed a major problem related to sales force performance measurement in the context of partner sales. Therefore, this PKM activity is implemented through an online training method using the Zoom Meeting platform. This training aims to provide partners with a comprehensive understanding of the key aspects of measuring sales force performance. Hopefully, with the knowledge gained through this activity, partners can significantly improve the quality and number of their sales. In addition to providing training, this activity also produces outputs in the form of scientific publications submitted to relevant journals as well as Intellectual Property Rights (IPR). Thus, this project not only has an impact on improving partner performance in practical terms, but also contributes to scientific knowledge and innovation in the field of sales force performance measurement.

Do Job Resources Matter for The Sales Force? Enhancing Sales Force Performance and Adaptive Selling Behavior

This study was carried out to examine the influence of emotional regulation as an individual's personal resource on the sales force performance by considering the mediating role of adaptive selling behavior and the moderating role of perceived job autonomy. Using a quantitative approach, data were obtained from 135 sales forces in the banking services industry in DKI Jakarta and Bandung City, selected using a purposive sampling method. The data obtained were then processed using structural equation modeling with partial least squares. The findings of this study empirically confirm the conservation of resources theory in terms of sales force performance, as emotional regulation acts as the personal resource that can, directly and indirectly, affect sales force performance through adaptive selling behavior. In addition, perceived job autonomy acts as the external resource that can strengthen the influence of emotional regulation on adaptive selling behavior, as well as adaptive selling behavior on sales force performance. The findings of this study also emphasize the need for management, especially sales managers, to ensure that their salespeople have a customer orientation and are willing to dedicate the energy and resources they possess to meet customer requests or needs.

The role of individual ambidexterity in supporting sales force performance based on a personal motivation perspective

The role of individual ambidexterity in supporting sales force performance based on a personal motivation perspective

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

The salesforce control system plays an important role in salesforce performance and organization effectiveness. This study investigates the influence of behaviour-based and outcome-based control systems on eight performance-related variables. Data have been collected from sales executives of pharmaceutical companies in India on the basis of a self-administered survey. A standardized close-ended survey instrument was utilized to gather the data. Post screening, a usable sample of 346 responses was analysed by employing partial least square structural equation modelling. The results indicate that although both kinds of salesforce control systems are acceptable, the behaviour-based one appears to be slightly better. Academic and managerial implications are discussed in this article.

Exploring The Factors That Influence Life Insurance Sales Personnel Performance in Nigeria

To financial analysts, life insurance confers the benefits of investment as well as serve as an instrument of risk management on policyholders. This paper sought to ascertain the roles of organizational factors on life insurance sales personnel performance in Nigeria’s marketplace. This study specifically examines the influence of selection and recruitment, compensation, training, and sales territory on life insurance sales personnel performance. The descriptive survey research design was adopted in the study. The population of study are the entire life insurance sales personnel in the twenty (20) quoted firms in Nigeria. However, the accessible population are the sales personnel in the three (3) top most listed firms with headquarter in Lagos state. Two hundred and fifty (250) copies of a structured questionnaire was administered to sales managers, unit managers and sales executives of AIICO, Leadway Assurance and FBN life. The study found that all the independent variables exhibit significant relationship with sales personnel performance. Specifically, employee compensation exert the strongest influence on sales person’s performance. Closely following is sales territory while selection and recruitment exert the least influence on sales force performance. This study conclude that the independent variables exhibit positive and significant influence on life insurance sales personnel performance. The paper recommend among others that operational managers desirous of outstanding marketplace performance should hire only high caliber employees, thoroughly train, adequately and competitively compensate and equip the sales force with sufficient information that would enable them thrive in their assigned sales territories.

Sales Force Training and Employee Performance of Insurance Firms in Port Harcourt

This study examined the requirements of sales force training and employee performance of of insurance firms in Port Harcourt. This study adopted a cross-sectional survey and correlation investigation to establish relationship between sales force training and employee performance of of insurance firms in a non-contrived setting. Both primary and secondary methods of data collection were used to obtain relevant data for analysis. The instrument of data collection employed was the questionnaire. The population of the study consists of fourteen (14) registered insurance firms in Port Harcourt as obtained from Port Harcourt Chamber of Commerce, Industry, Mines and Agriculture (PHCCIMA). The sample size of this study consists of one hundred and seventy-seven (177) workers as determined by Taro Yamane formula at 5% significant level. The data was analyzed using the Spearman Rank Order Correlation Coefficient statistic through the aid of statistical packages for social science version 23.0. The result of the findings revealed the existence of significant and positive relationship between sales force training and employee performance of of insurance firms in Port Harcourt. The researchers conclude that sales force training affect employee performance of of insurance firms in Port Harcourt and therefore recommended that management of insurance firms in Port Harcourt should intensify their efforts in sales force training in order to improve the skills of their sales force and overall performance.

Building an energizing customer bond model in the consumer goods industry: the evidence of sales force-retailer relations in Indonesia

Abstract This study aims to develop a conceptual framework that describes efforts to improve sales force performance using a relevant theoretical approach. The novelty of this study was developed and synthesized from relevant marketing theories. It is a conceptual model construction that proposes Energizing Customer Bond (ECB) as an intervening variable to address the research gap in explaining the influence of relational capital on the performance of salespeople at consumer goods companies. This study involved salespeople at large-scale fast moving consumer goods (FMCG) companies in Indonesia. The acceptance of all of the hypotheses proposed in this study shows the importance of relational capital, ECB, and value-based selling in driving the performance of the sales force. ECB, as a proposed novelty, is also proven as a mediating variable, thus clarifying the relationship between relational capitals in improving sales force performance.

Sales force financial compensation – a review and synthesis of the literature

As designing effective sales force financial compensation (SFFC) is as important as it is challenging, it comes as no surprise that SFFC has been the subject of research for over 60 years. While this extensive body of research has provided many specific insights, the overall picture and state of the research is less clear. In this paper, we review and summarize the highly fragmented literature on SFFC. Specifically, we synthesize the findings related to the determinants of SFFC, its effects, and the moderators of the relationship between SFFC and sales force performance, and develop an integrated framework based on our review. Our review shows that SFFC, especially variable pay, can motivate salespeople to work harder and increase performance on targeted outcomes, but boundary conditions influence the performance consequences of SFFC. Our synthesis of extant SFFC research identifies a set of empirical generalizations and three largely neglected areas of SFFC effects, that is nonperformance effects on the organization, effects on salesperson relationships, and effects on the salesperson. With these three areas, we offer a new lens for the functioning of SFFC and suggest valuable avenues for future research.

Improving Sales Force Performance Through Effective Human Resource Management

Human resources (HR) is one of the important things in supporting the achievement of a maximum goal. The company as a profit-oriented organization really expects targets in terms of sales, production, delivery, performance and other goals within the company to be achieved immediately. This study used a qualitative method of collecting data sourced from documents, books, journals, articles / other online media, using grounded research theory aimed at developing theory (theory building) inductively based on data. The result of this study is that human resource management can improve sales force performance. Through the results of Suparman's research that human resource management is able to improve sales force performance in the case example here is PT. Perdana Mitra Abadi Cianjur which develops the potential of its employees through the development of human resource management, namely providing in-service training to its employees regarding product knowledge and soft skills.

Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance. Does the role of frontline employees matters ?

Dependence and retailer control on manufacturer's salesforce imply several challenges in retail channels. This research addresses how they affect the relationship between manufacturer control and salesforce performance due to the high level of salesforce investment. We conduct a moderated-moderation analysis.We investigate the moderating roles of retailer control and dependence on the relationship between manufacturer control and salesforce performance. To take into account the importance of the store frontline employee, we next studied the influence of his perception of the salesforce on the sales control systems in retailing. First, our results show that salesforce performance is influenced directly by manufacturer process control and, retail control and dependence moderate this relationship in two-way and three-way interactions. The salesforce subject to process control by manufacturer improves his performance under strong retailer outcome control while the manufacturer is in a low relative dependence. Second, employee perception of the salespeople mediates the link between manufacturer process and retailer outcome controls. We test our model in two studies and theoretically integrate retailer control, dependence, and employee perception of the salesforce, in the sales control literature. In the end, we provide practical implications to further improve salesforce performance and employee perception of the salespeople and future research suggestions.

Role of supervisor support, CCM approach and salesforce performance in service selling

AbstractService organizations engage salesforce for strategic profitability by investing in building their skills and supporting them to face new competitive world challenges. This study explored the impact of coaching, counselling and mentoring (CCM) on salesforce performance, with the mediating role of supervisor support in the service sector. This study used a structured questionnaire, through convenience sampling, to collect data from 204 commercial services sector salesforce employees based on a quantitative research strategy. Multivariate analysis was conducted through the Hayes Process Macro (Model‐4), taking into account all the assumptions. The results showed that supervisory support partially mediates CCM with salesforce performance. Therefore, service organizations should follow human resource development principles and motivate new salesforce employees to become team members of existing teams for fast learning and understanding of workplace environments. This study explored three pillars of training and development from a performance perspective in the service sector. As salesforce is becoming a strategic asset, a sound employee evaluation system is required after providing training because rewards or appreciation are needed to align with its vision for gaining a competitive advantage.

PELATIHAN KINERJA TENAGA PENJUALAN PADA UKM

Sales force plays a crucial role in determining the success of a company's product sales. Therefore, it is important to understand the factors that determine sales force performance. The partner involved in this activity is a creative handicraft product business located in Serang, Banten. Based on the initial observation conducted online through a zoom meeting, the partner has not fully understood the factors that contribute to improving sales force performance. The method offered in this activity is training and socialization on the basic understanding of performance and the success factors that influence it. The results of the activity show that the training material was delivered smoothly, and the partner showed enthusiasm in receiving the information, as evident from active discussions between the partner and the PKM team. Additionally, the activity succeeded in enhancing the partner's knowledge to improve their sales force performance.

How Important Are Value-Based Selling And Courteous Selling Behavior In Improving Salesforce Performance?

This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group Saudara in Central Java Province and DI Yogyakarta. The sampling technique used is purposive sampling, there are only 108 questionnaires that meet the requirements. The analysis technique uses structural equations, the solution is using SmartPLS version 3.2.9. The results show that one hypothesis is rejected, while the remaining five are accepted. In addition, the variable value-based selling and courteous selling behavior were not able to complete the research gap. However, value-based selling can mediate the influence of customer orientation on courteous behavior.

PENGARUH KEPEMIMPINAN DAN MOTIVASI TERHADAP KINERJA MEMBER HERBALIFE

In all companies, human resource is the driver of other resources, while leadership and motivation have certain levels of influence on performance that represents the resource’s value. This research was conducted from March to July 2022 with the object of supervisor-level Herbalife members in Malang city during the 2021-2022 period. Using simple random sampling, 143 of them were selected as the respondents. Here multiple linear regression was used for data analysis, performed in SPSS Statistics 25.0. This study finds that leadership and motivation partially and simultaneously have positive and significant effects on the performance of sales force. Therefore, it can be concluded that increases in leadership and motivation lead to better performance among supervisor-level Herbalife members in Malang city. Hence, the uplines of supervisor members are expected to consider leadership and motivational aspects in order to improve members’ performance, especially those at supervisor level.

Internal and external organisational strategies: repercussion of information management on relationship selling behaviour and salesforce performance

Organisational strategies always aim at maximising profit, one among the ways is to increase the sales, and ultimately the pressure falls on the salesforce. Personal selling of salesforce and has been considered as an internal and external strategy of any organisation. The organisation develops a relationship selling strategy by creating a personal rapport with customers by equipping the salesforce especially, in B2B sales. In this strategy, salesforce needs to manage numerous information about product profiles, customer basic information, competitor product portfolio, and external environment information. This study focuses on identifying the impact of information management on relationship selling behaviour and salesforce performance. Further, this study attempts to understand the direct link between information management (IM) and salesforce performance. Foundry raw materials manufacturing and trading industries were selected for the present study. The study identified that self-disclosure positively impacts relationship selling behaviour, and information management has a negative impact on salesforce performance. These findings will help the organisations frame internal and external strategies that improve the salesforce's selling behaviour, resulting in better performance and brand positioning.