O efeito da potência do time de vendas no desempenho via autoeficácia e venda adaptativa

Resumo

TEMA - 7. Varejo em Setores Específicos: agronegócio, alimentos, bancos, construção, vestuário, perfumaria e cosméticos.

Literature has been showing that team potency positivelly increase sales performance. However, little is know about which mechanisms this main effect should occur. In this paper, we suggest that the effect of team potency on performance is not only direct, but also indirect, which means that the impact is mediated by self-efficacy and adaptive selling. The main idea proposed by the paper is that the mediate effect is serial, which occurs first by self-efficacy and then, conditionally, by adaptive selling. We collected data with salespeople from bank segment. They sell financial products, credit card, insurance, loan, etc. Three main results were found. First, data supported the effect of self-efficacy and adaptive selling on individual performance and on team performance. Second, data showed that the serial mediation effect was as expected. Third, team potency explained both levels of sales performance.