Examine The Effect Of Sales Performance To Salesperson’s Satisfaction In B2b Sales Context In Vietnam

Abstract

This study aims to look into the impact of sales performance on salesperson satisfaction in Vietnam's B2B sector, focusing on how objective and subjective performance evaluations affect both economic and non-economic satisfaction and how sales manager can understand better performance metrics and how they affect salespeople’s satisfaction. Considering that sales manager rely heavily on conventional methods of evaluating employee’s performance and neglecting employees’ self reflection could lead to not fulfilling employee’s job satisfaction economically and noneconomically, this study expects to provide a new point of view and confirm existing researches’s hypothesis on the topic. An online survey was conducted and 221 valid reponds were used to test the hypothesis using quantitative data analysis. The results show that objective sales performance and subjective satisfaction are positively correlated, indicating that fairness and satisfaction are improved by consistent performance reviews. Furthermore, the findings demonstrate the interdependence of economic and non-economic satisfaction, emphasizing the need of both in maintaining salespeople's long-term drive. In order to generate a more productive and contented sales team, it is management’s role to creating balanced performance management and incentive systems that take into account both tangible and intangible aspects of job satisfaction