Young Sales Professionals in Lockdown: How the Individual Work Performance changed from their own perspective

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Stoewe, Sally
Issue Date
Master of Business Administration in Project Management
Dublin Business School
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The purpose of this research project is to identify how the workplace of young sales professionals has changed since the outbreak of the COVID-19 pandemic. Furthermore, the impact of these changes on the individual work performance is evaluated and recommendations are shared to enhance this performance in the future. The research involves primary data analysis, consisting of a series of semi-structured interviews conducted with seven young professionals occupied in sales departments within the technology sector. The qualitative data was analysed by using the multidimensional model of individual work performance. Insightful findings and possible action items are shared that should help to keep employee engagement high while lowering risks for employee’s mental health and work-life balance. The value of this research is that by deducting findings from the data, the researcher shares valuable insights on the factors that influence a sales employee's work performance under pandemic circumstances. The success of an organization is highly dependent on the performance of these employees, especially in unprecedented times of change. Thus, those organizations can take advantage of the findings and recommendations shared.