Research on Improving Sales Performance - Homebase

Along with this, employees have been considered as major assets which helps in increasing sales performance. According to financial report, it will provide focus upon overall performance of employees towards increasing sales of employees (Sullivan, Peterson and Krishnan, 2012). In this research project, Home base Ltd. Is taken in to consideration by scholar. It is a well known medium size retail business enterprise which aims at providing luxurious products and service to customers. Rather, this important respect will provide ability to carry out proper study by using different ways through which performance of employees can be improved along with increase in sales.

Aim: The main aim of carrying out research is to assess methods of improving sales performance in retail industry. For achievement of effective goals and objectives effectively, Home base is taken in to consideration.

Objectives

• To analyse the importance of improving sales performance.
• To understand the relationship between employees and sales performance of Home Base.
• To assess the methods of improving sales performance of Home Base.
• To recommend the strategies through which Home Base will be able to improve its sales.

Research Questions

• What is importance id improving sales performance?
• What is the relationship between employee's and sales performance?
• What are the methods of improving sales performance of Home base?

1.2 Factors that contribute to the process of research project selection

As per findings, there are various important factors which has provided contribution towards selection of this research topic. Some of them are mentioned above:

Proper experience and knowledge : This important research has been carried to gain knowledge and experience of different literatures as well as collection of data from different sources. Most probably, I will be able to create my abilities and experience in this area.

Desired area: I have selected this topic of research because I have to take experience of analysing sale figures and measurement of employees performance at workplace. Effective information system has provided support in accomplishment of various business objectives and achievement of growth retail business enterprise.

Scope in the future: As per study, there is wide of scope of exploring research in the field of retail industry which help me in completion of research effectively. It also provides support in getting job in retail business enterprise.

1.3 Critical review of key references

Importance of improving sales performance

Sales management is analysed as important part of business functions that needs to be performed by managers to increase profitability of organisation. According to Wang, Chen and Chen, (2012), Sales department in organisation performs various duties and responsibilities to sustain and increase sales of products and service in market. In this competitive era, continuous improvement of sales is important for organisation to attain competitive advantage over rivals. This competitive advantage tends to embrace market position and profitability of enterprise. Improvement in sales performance have embraced the various business opportunities. There are various important methods which can be used by organisation to improve their sales performance.

According to Sun, and Kim, (2013), Sales performance also needs to be improved because it tends to raise brand recognition of organisation in market. Sales department continuously monitor financial statements to analyse change in figures and outcomes in apply important methods as it detemines outcome employees contribution towards organisation.

Relationship between employees and sales performance

According to Wieland and Marcus Wallenburg, (2012), Improvement in level of staff competencies and performance has its direct relationship with sales because they are provided major support in increasing sale of products and services in market. High employee participation towards decision making provide more chance of innovating products and services. Managers of SMEs emphasis of increasing staff potential so that they will be able to provide proper services to customer. High employee recognition has embraced positive relationship and understanding of employees with customers.

On contrary to this Wang, Chen and Chen, (2012), stated that it is not always possible that improvement of employees performance created impact on sales of enterprise in market. Sales performance of organisation will increase when they provide their products and services at competitive prices. In competitive market, those companies are successful which has kept their products prices low as it help to reduce influence of substitute products on sales.

Methods of improving sales performance

As per the view of De Marco and et.al, (2012), companies tends to raise their sales performance when they have implemented a proper sales plan which allows them to consult with reps to brain storm ideas, improvement of plan and getting their buying in for delivering the sales. Effective plan will also allow sales team to focus on delivering clear objectives. It also helps in defining clear measures which we can track on a week to week basis in order to ensure that company are executing sales efficiently and effectively.

According to Cao and Li, (2015), customer relationship management is also important method which implies establishment of positive relationship with potential customers through regular communication and providing emails. For example: discounting retail store like TESCO and Asda have also applied this method to achieve high sales in retail industry. Proper issues and problems are resolved by company to understand situations.

Another important method is to apply digital technologies at workplace such as online sales, online order, data base, social media advertisement and company's website. By using these important methods, company will be able to attract more and more customers. As per census, online sakes of products and service in retail industry have been increase continuously therefore, it will be effective for organisation to apply this method to increase their sales.

Innovation in analysed as key which always provides positive results such as increase in sales, brand loyalty and high employee efficiency at workplace (Sun, and Kim, 2013). There are various important methods which has take high improvement method which has gained recognition of organisation in market. However, it can be said that there are ways important method which can be applied by company to improve its sales performance in market.

1.4 Research project specification

From this report, interpretivism research philosophy will be used by scholar to improve efficiency of employees and it has enabled customers to achieve the aims and objectives at workplace. For demonstration of relationship among sales performance and employees , scholar will tend to utilize descriptive research design. For collection of relevant data, both primary and secondary method of data collection have been used by scholar. Hypothesis is not applied in this project and scholar will make use of inductive approach to carry out study. In order to select sample size, random sampling method will be used by scholar because it provides equal chance to every participants for being a part of sample population. Through simple random sampling method has been used by scholar and selected 10 managers of Home base. Managers of organisation will be able to provide to relevant information about the topic. Response of all managers were positive as they have provided valuable information and supported in carrying out research effectively. Information that related with different methods through which sales performance can be raised are also determined. Moreover, information gathered from managers will be interpreted with the help of quantitative data analysis and various themes will be created according to feedback of respondents.

1.5 Appropriate plan and procedures for agreed research specification.

Tasks	Week 1	Week 2	Week 3	Week 4	Week 5	Week 6	Week 7	Week 8	Week 9	Week 10
Approval for research topic
Developing aims and objective & literature review
Selection of research methodology
Completing researcher proposal