CONTROL SYSTEM, LEADERSHIP, AND ENTREPRENEURIAL ATTITUDE OF SALESPERSONS: HOW TO TRIGGER THEIR PERFORMANCE

Abstract

This study examined the impact of the control system, leadership style, and entrepreneurial mindsets on staff engagement and sales performance at Agung Toyota Pekanbaru, Ltd. A sample of 139 salespeople was chosen for the study using a questionnaire as the method of data collection. The data was evaluated using Partial Least Squares Structural Equation Modelling (PLS-SEM). Our study reveals that the entrepreneurial mindset does not have a noticeable impact on Motivation and Performance. However, we found that leadership has a positive influence on Motivation, which in turn has a positive effect on performance. On the other hand, the control system has a negative impact on performance. According to this study, it is recommended that supervisors conduct regular inspections of customer fleets (business consumers). Additionally, supervisors should assign salespeople to handle these fleets based on their individual skill sets. Companies must provide salespeople with current training on sales promotions and negotiations, particularly in the realm of internet marketing through E-Business. This will help enhance the entrepreneurial mindset of salespeople and ultimately drive sales.