SALESFORCE CHARACTERISTIC AND TRAINING IMPACT ON SALES ORGANIZATION AT THE BANKING INDUSTRY

Abstract

Integrating technology with human talent is increasingly vital for staying competitive in banking.  This study looks at how salesforce features and training, with the help of Salesforce Automation (SFA), impact the effectiveness of sales organizations in banks located in West Java. This study used PLS-SEM to analyze data collected from 200 sales managers across three large institutions, employing a quantitative design.The results indicate that the effectiveness of an organization is greatly affected by the characteristics of its salesforce and the training they receive continuously.  Importantly, SFA demonstrates that technology enhances the impact of human capital factors by positively influencing these relationships. The result suggests that SFA plays a major role in managing sales effectively.  The study suggests that to improving salesforce effectiveness and stay competitive in changing markets, banks should align employee development with digital automation.