The Influence of Total Rewards Approach to Employees Sales Performance in Bersatu Sukses Group

Abstract

This study aims to analyze whether the six aspects of total rewards approach – performance and career management, quality work environment, work and/or home integration, base pay, benefits, and contingency pay – affect employees’ sales performance. This research uses the population of Bersatu Sukses Group sales marketers with total of 105 people. Purposive sampling method was used for this research through simple random sampling technique, which led to a sample size of 83. This research used multiple regression to analyze the measure of relationship between the variables. Based on the results of the analysis, total rewards approach – performance and career management, quality work environment, work and/or home integration, base pay, benefits, and contingency pay – have significant and positive effects to employees’ sales performance at Bersatu Sukses Group. Work and/or home integration also proved to have the greatest impact of the six variables to employee’s sales performance with its heightened productivity brought by the variable as the most favored indicator by the average of the respondents. Furthermore, from the six total rewards approach, benefits and contingency pay are two variables with the least influence on employees’ performance in sales of Bersatu Sukses Group.

Effect of feedback and rewards on employee performance: City of Johannesburg Municipality’s case

“…Rewards are central in PMS adoption and implementation as they significantly influence employee engagement and motivation, which are critical determinants of employee performance (Fatima 2021;Güngör 2011). Effective reward management integrates organisation's policies, processes, and practices and aligns them with rewarding employees according to their productivity, skills, and competence (Karundeng & Tambunan 2021;Salah 2016). Surprisingly, the municipality hardly realised this.…”