Competences, performance management and sales persons'performance

Abstract

The study examined the relationship between the variables of performance management, Competences, and sales persons‟ performance as the dependent variable. A model that links the constructs was constructed. The researcher through the use of questionnaires gathered information from 269 sales executives from different organizations. Data was analyzed using the statistical package for social sciences (SPSS) to establish the reliability, correlation and regression results. Additional analysis of the variance (ANOVA) was also done. The correlation results showed an existence of a significant positive relationship between competences, performance management and sales persons‟ performance. The regression analysis was carried out and results confirmed the findings of correlation. Competences were found to predict 38.2% of the variance while performance management was found to predict 18.6% of sales persons‟ performance The study recommends that any organization with sales department should look for both operant and key personal competences of employees they are hiring and implement performance management initiatives with flexibility if they are to keep sales persons‟ performance high. Suggestions for further research include similar studies but targeting a specific industry such as banking, Telecom and media, the need to investigate how competences, organization citizenship behavior lead to increased sales performance is considered useful in advancing the study.