The Effects Of Sales Training Practice On Salesperformance The Case Of Yes Food And Beverage Plc

The study assessed the effect of sales training on sales performance of Yes brand food andrnbeverage plc. To achieve, the overall objective, the study specifically focused to addressingrnmajor steps of sales training and its effect on sales performance, accordingly, the study assessrnthe organization need assessment, organizational strategies and support of materials and inputs,rndelivery techniques of training, sales management support and monitoring practice as well asrnmeasured sales performance. To address the area relevant data were collected both from salesrnforces of the organization using structured questionnaire and organizational document.rnAccordingly, the study consider only employee respondents worked in sales and organizationalrnmanagement. Based on this the study were analyzed the collected data using descriptive andrnexplanatory data analysis method. Accordingly, the major finding of the study implied that, thernorganization need assessment practice were negatively affect sales performance, this is becausernneed assessment were not assess competitors strategies as well as customers need, there werernalso a organizational support challenges that affect sales training practice of the organization,rnthe other challenges that affect sales training effeteness was lack of managerial support andrnconstrictive feedback of performance evaluation. Generally, the study concludes that, thernorganization didn’t strictly implement training steps such as, in appropriate need assessmentrnpractice, lack of organization support, lack of effective monitoring and evaluation system andrnthis situation affect the delivered training effectiveness of sales forces. Based on this the studyrnwere recommend some of major points such as, organizations should look at the positive effectsrnof training on employee performance, and consider employee development as a targetedrninvestment in making the workers stronger. More importantly, development plans that includernbetter strategies of how needs identified, budget and material impute allocation, deliveryrntechniques of training, how sales supported and monitored after training on job and off jobrnstrategies and involves constrictive evaluation feedback

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