Input of the Sales Force Contribution on Organizational Performance: the Case of Nation Media Group (K) Limited

Abstract

The Study sought to establish how the Input of Sales Force contributed to Organizational Performance. This was done through conducting interviews through an interview Guide to the Sales Force of Nation Media Group who were based in Nairobi. There were variables such as Communication, Motivation, Customer Service, Quality Management, Teamwork, Efficiency in Processes, Equity in Remuneration and Reward for Performance and Achievability of Targets. Each of these variables has a varying effect on overall Organizational Performance and thus the study led to the conclusion that Organizational Performance is greatly influenced by the Sales Force in the Organization. The study revealed that if the Sales Force needs is addressed then the Organizational Performance will improve tremendously and will lead to overall achievement of the Organizational Objectives. The results indicated that the Sales force contribution through the various factors had a major impact on the organizational performance. Emphasis therefore needs to be put into these variables in order to analyze each of them and find out how to enhance the Sales Force in order to achieve the overall objectives