Analysizing the factors affecting sales person performance at Airtel Uganda

Abstract

The purpose of this study was to analyze the factors affecting salesperson performance at Airtel Uganda. The study was premised on three objectives: to examine the existing factors affecting salesperson performance at Airtel Uganda, to identify lapses in the factors affecting salesperson performance at Airtel Uganda, and to identify strategies to improve salesperson performance at Airtel Uganda. The study employed a descriptive research design with a quantitative method approach, which involved collecting data from a sample of 118 respondents, out of which 101 Airtel Uganda staff responded through a survey questionnaire. The collected data was analyzed using the Statistical Package for Social Science (SPSS Version 25). The findings revealed that Airtel Uganda's salesperson performance is primarily influenced by product knowledge, customer focus, financial support, and customer relationships. Other factors include financial support, gratuity schemes, and cross-selling. Staff also appreciate good service, confirmation from managers, and positive feedback. Based on the study, it appears that salespersons at Airtel Uganda are facing several challenges that are affecting their performance. The study found that the staff were unaware of customer needs, struggled with opposition, and were unable to remain calm. Additionally, the respondents lacked value for salaries and perceived their work as unappreciated. Respondents also disagreed with the perceived appreciation of their work when receiving feedback. Therefore, the study recommends that Airtel provides its salespersons with training and development opportunities, conducts a thorough review of the current salary and benefit structure to ensure that it is competitive and appealing to employees. Furthermore, the study recommends that Airtel implements employee recognition programs to recognize and reward employees for their hard work and contributions. The study also recommends that Airtel fosters a positive work environment, encourages employee participation and involvement, and implements employee engagement initiatives. Finally, the study recommends that Airtel Uganda sets clear expectations for employee performance, which can help employees understand what is expected of them and what they need to do to succeed.