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All Journal Majalah Ilmiah Bijak
Yotapditya, Igor
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Humanities Economics, Econometrics & Finance Social Sciences

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Impact of Sales Force and Training Hours on Sales Performance: A Case Study of PT. X's Retail Department Yotapditya, Igor; Sibarani, Mentiana
Majalah Ilmiah Bijak Vol. 21 No. 2: September 2024
Publisher : Institut Ilmu Sosial dan Manajemen STIAMI

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.31334/bijak.v21i2.4135

Abstract

This study evaluates how sales staff and training hours affect PT.X's retail sales performance from March 2021 to June 2023. The quantitative time series analysis shows that both variables significantly affect monthly gross merchandise value (GMV), with training hours having a greater effect. The regression study shows that each salesperson and training hour improve GMV by IDR 17,890,000 and IDR 168,189,000. The R ² value of 0.645 emphasises the significance of sales training, as well-trained staff can improve sales outcomes and maintain performance during workforce reductions. Strategic managerial decision-making requires a balanced strategy that prioritises quality training to optimise sales success. Future research should consider additional factors such as market conditions and customer satisfaction for a comprehensive understanding.
Co-Authors Sibarani, Mentiana