Effectiveness of Training Interventions and Organizational Characteristics on Territory Sales Managers’ Performance at Airtel Kenya

Abstract

A number of organizations including Airtel Kenya invest in resources for training their employees, more so the Territory Sales Managers because of several perceived benefits; increase in morale which results in increased productivity thus leads to the bottom line – profits (Green et al., 2000).This project is seeking the causal effect of training interventions and organizational characteristics perceived effectiveness on Territory Sales Managers’ performance at Airtel Kenya. In this study, the researcher ventured out to survey by literature review as well as actual data collection and analysis of the effectiveness of training interventions and organizational characteristics on territory sales managers’ performance at Airtel Kenya. Since it was a case study, interview guides were used to collect the primary data which was then analyzed using multiple regression models because there were two independent variables i.e. the training interventions and organizational characteristics. The study identified training intervention and organizational characteristics as critical factors for financial performance. It further reveals that the interactions of the two factors create an impetus for TSM performance and therefore Airtel Kenya should adopt strategies to enhance these two areas.The findings may also form baseline information for future and further research. The study further recommends that for an improved performance of Territory Sales Managers (TSMs), there should more field training for the TSMs, these trainings should be continuous, training reports shoul be issued out on a weekly basis, training content to be more deeper (not basic), and Channel Partners should as well be trained. More studies should equally be done on the influence of sales people motivation on performance and how socio-economic, environmental and cultural factors affects their performance.