Impact of HR Development Programs on Sales Team Performance at PT Misi Depo Bangunan

DOI

10.2991/978-94-6239-709-5_157How to use a DOI?

Keywords

HR Development; Sales Team Performance; Customer Satisfaction; Building Materials Retail; Sales Training

Abstract

This study aims to evaluate the influence of Human Resource (HR) development programs on the performance of the sales team and customer satisfaction at PT. Misi Depo Bangunan, a leading building materials retail company. Amidst intense industry competition and rising customer expectations, HR development programs have become a strategic investment to enhance the capabilities of the sales team. This research employs a mixed-methods approach, combining quantitative data analysis from 50 sales team members and 100 customers with qualitative data from in-depth interviews with a sales manager and several sales team representatives. Quantitative data were analyzed using multiple linear regression, while qualitative data were analyzed using thematic analysis. The results indicate that HR development programs focusing on three key areas product knowledge, negotiation skills, and customer centric service have a positive and significant influence (p < 0.05) on the achievement of sales targets. Furthermore, a strong positive correlation was found between the competence of the trained sales team and the level of customer satisfaction. The qualitative findings reinforce that the training not only improved hard skills but also boosted the team’s self-confidence and motivation, which indirectly impacted the quality of customer interactions. This study recommends that PT. Misi Depo Bangunan continue and enrich its training modules with relevant case studies and digital sales simulations to address future market challenges.

Copyright

© 2026 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Nurafifah Tri Surahman
PY  - 2026
DA  - 2026/06/20
TI  - Impact of HR Development Programs on Sales Team Performance at PT Misi Depo Bangunan
BT  - Proceedings of the 10th International Conference on Accounting, Management, and Economics (10th ICAME 2025)
PB  - Atlantis Press
SP  - 2254
EP  - 2261
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6239-709-5_157
DO  - 10.2991/978-94-6239-709-5_157
ID  - Surahman2026
ER  -