📄 Abstract
Sales workforce plays an integral role in business organizations, especially in revenue generation, which is required for the smooth running of businesses. Thus, it is important that organizations understand the factors that determine the performance of sales workforce. This knowledge will help business organizations design frameworks and strategies that are effective in enhancing the performance of their sales workforce, which in the long run is profitable for such organizations. Using a qualitative approach, the factors that determine the performance of sales workforce were investigated. A systematic search strategy was employed using keywords such as salesforce performance, salesperson effectiveness, determinants of sales performance, motivation in sales, sales training, and sales leadership. Inclusion criteria focused on studies published in English, with particular emphasis on works from the last 1015 years. The thematic analysis of the articles was carried out to identify themes that depict determinants of sales workforce performance. The themes identified include organizational factors (extrinsic motivation and sales workforce training) and individual factors (interpersonal relations, sales workforce intelligence and resourcefulness, marketing skills, and marketing experience). This implies that individual factors combined with organizational factors can be leveraged on by businesses to improve the performance of sales workforce. This shows that organizational or individual factors may not be sufficient when considered independently as determinants of sales workforce performance. Hence, both should be prioritized and used together for optimum performance of sales workforce.
📚 How to Cite:
Chukwudi Ngbeken , DETERMINANTS OF SALES WORKFORCE PERFORMANCE: A CONCEPTUAL REVIEW , Volume 14 , Issue 5, May 2026, EPRA International Journal of Economic and Business Review(JEBR) , DOI: https://doi.org/10.36713/epra27502