Competences, psychological contracts and sales performance among salespersons

Abstract

The study examined the relationship between competences, psychological contracts and sales performance among sales persons in banks, telecom companies, printing and automobile firms. A conceptual framework was developed from the study with sales performance as a dependent variable, competences and psychological contracts as the independent variables. The researcher, through a quantitative cross section survey design using questionnaires, gathered information from 269 sales persons from banks, telecom companies, printing and automobile companies in central parts of Uganda. The data was analysed using the statistical package for social scientists (SPSS) to establish the reliability, and correlation results. Additional analysis of variance (ANOVA) was also done. The correlation results showed a significant relationship between competencies, psychological contracts and sales performance. The regression model showed that competences and psychological contracts were significant predictors of sales performance in these organizations. The study therefore recommends that organizations with sales persons should ensure that their salespersons have the relevant competences that will ensure an effective sales performance. These organizations should also put in place the right organizational environment that will enhance employees’ psychological contracts that will in turn lead to effective sales performance.