The Effect of Salesforce Training on Organizational Performance in Private Companies Case Study: Steel and Tube Industries Ltd

Abstract

The study was conducted in Steel and Tube Industries Limited. The main purpose was to investigate the effect of Sales force training on organizational performance in private companies. Specific objectives were; to establish the influence of Training needs Assessment on organizational performance; to assess the effect of Training content on organizational performance and to establish the relationship between training methods and organizational performance. Sales Force training was explained from various dimensions including training needs assessment, training content and training methods, whereas Organizational performance was determined by Sales volume, Growth in Market Share and Customer satisfaction. The researcher employed a case study research design and quantitative research approach was used in the study. The method used for data collection was questionnaires. The sample study involved sales and marketing Department and its line managers, with a population of 90 and a sample size of 83 employees. Data was analyzed using SPSS version 20 and conclusions were drawn. Based on the data and research findings there was a substantial positive relationship between training needs assessment, training content and training methods and Organizational performance in private companies. The study revealed a relationship between Sales force training and organizational performance. Hence recommend the following; Steel and Tube Industries Ltd should adopt broader perspective known as high-leverage training, linked to strategic business goals and objectives, use instructional design to ensure effective sales force training and compare or bench mark the company’s training programs against training programs in other competing companies. Ensure continuous learning of employees through understanding the entire work system including relationships among jobs, work units and the company, appreciate and embrace team work. The study therefore concludes with a call to the stakeholders in Steel and Tube Industries Limited to contain and improve Sales force training in form of training needs Assessment, training content and training methods since it enhances organizational performance.

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