Impact of HPWS on sales and channel member management

Abstract

A sales manager or a firm handling sales people regularly faces the challenge of improving the performance of its members. They need to recruit the right talent by identifying the necessary skills and background, make organizational changes in order to pull the right levers for pushing the final output of its members. This project contains review of research on various parameters affecting overall performance like networking skills, attitude and thinking style, demographics, organization etc. Then five broad areas – Organizational/Managerial support, Job satisfaction, Compensation and incentives, Intrinsic and extrinsic motivation were identified and a survey was conducted by the method of convenient sampling (from sales people in FMCG, Telecom industries). And using statistical regression, the key parameters were identified – Intrinsic motivation and drive to learn, perception of potential career growth. From the results, learnings and existing research recommendations were made on how to amplify these parameters which affect sales.