THE INFLUENCE OF SALES MANAGEMENT PRACTICES ON SALES TEAM PERFORMANCE
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THE INFLUENCE OF SALES MANAGEMENT PRACTICES ON SALES TEAM PERFORMANCE
This study explores the influence of sales management practices on sales team performance. Objectives include: (1) evaluating the impact of management practices on team productivity, (2) identifying the most effective management techniques, and (3) analyzing the relationship between management practices and employee satisfaction. A survey design is employed to gather data from a large number of respondents. Using Taro Yamane's formula, the sample size is 380, ensuring accuracy and reliability. The case study focuses on the financial services industry in Abuja, Nigeria. The reliability coefficient score is 0.87, reflecting high consistency. Findings indicate that effective sales management practices significantly enhance team performance and satisfaction. Techniques such as regular feedback, goal setting, and recognition are particularly effective. Recommendations include adopting a comprehensive management approach that includes continuous feedback and recognition programs.
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