THE INFLUENCE OF SALESFORCE CAPABILITY AND COMPENSATION ON THE PERFORMANCE OF AGRICULTURAL PRODUCT FACILITIES SALESFORCE IN EAST JAVA MEDIATED BY THE SALESFORCE PERSISTENCE
Salesforce for agricultural products have a role in helping companies sell agricultural products and helping farmers to be more productive. This study aims to examine the effect of salesforce capability and compensation on salesforce persistence and its implications on the performance of salesforce for agricultural production facilities in East Java. This research was conducted using quantitative methods based on a cross-sectional design survey. The unit of analysis in this study is the salesforce of agricultural production facilities in East Java. The research sample is an agricultural production facilities salesforce in East Java who has worked for at least two years in an agricultural production facility shop. Sampling was done by purposive sampling technique and taken from 150 respondents. The data was then processed using Structural Equation Modeling (SEM). The results of hypothesis testing illustrate that: salesforce capability has a positive and significant role that is greater than compensation in building salesforce persistence; salesforce capability does not have a positive role in salesforce performance, while compensation can play a positive and significant role in building salesforce performance; salesforce persistence can play a positive and significant role in building salesforce performance; salesforce persistence is also able to mediate the effect of salesforce capability and compensation on salesforce performance. The research finding shows that salesforce performance is more dominantly built by salesforce capability which can encourage salesforce persistence. Compensation also plays a role in building salesforce persistence which has an impact on increasing salesforce performance, but its role is smaller than salesforce capability. The results of this study can be used as input for the management of agricultural production facilities in East Java in its efforts to improve the company's performance by improving the performance of salesforce. This can be done by increasing salesforce capability that encourage persistence and support by creating a better compensation system. Salesforce capability needs to be built so that salesforces have persistence, especially in terms of nurture-focused persistence.
Salesforce Capability, Compensation, Salesforce Persistence, Salesforce Performance