Impact of Training, Customer Orientation and Supervisory Behavior on Sales Performance

Abstract

This study examined the effect of Training, Customer Orientation and Supervisory Behavior on Salesforce Performance in the context of small and medium-sized companies (SMEs). The diffusion of technology, such as customer relationship management (CRM) systems and social media, has created a need to improve the understanding of how to manage interactions with customers in today’s digital era. The importance of technology is raised in terms of social media and as the world is treated as the “global village’. More importantly, the beginning of novelties such as cloud computing and web-based technology saves time and human efforts. The term, sales performance is the key to success for many organizations and is treated as the most demanding topic for firms. For this study, three hypotheses were formulated and tested with the help of Pearson correlation by using SPSS. Findings indicate that all the Training, Customer Orientation and supervisory behavioural dimensions were statistically significant and positively related to salesforce performance. Implications were drawn for future research and managerial attention.