Master Thesis

Motivation, Retention and Performance has been a common topic due to the increasing concerns of employees' high turnovers and business loss that affects almost all industries around the world. This research was geared in understanding the Level of Motivation, Retention and Performance and its impact on Cable Link Sales and Productivity. The output of the study aims to provide a Sales Manual which can be utilized by different cable and internet providers in the Philippines. The study utilized a quantitative descriptive method in answering the research problems. A researcher-made self-assessment survey was utilized for a total of 358 sales employees from Cable Link. Survey showed that most of the respondents were female and works as a Sales Field Personnel and has been working for 5 years and below. The results revealed that most of them are receiving a Gross monthly salary range from PHP 15,000 and below, thus, their compensation was just enough to cover their basic necessities. This research also found out that Sales employees' level of motivation was at the spectrum of High level and Low Level. The survey results showed that the respondents' motivation for achievement was at High level, motivation for the need of affiliation was also at low level and the motivation for rewards was at high level. It was also revealed that Motivation Level has an impact to Cable Link Sales and Productivity. Moreover, it showed that that Sales employees' level of retention was in a spectrum of Very low level to High Level. Results found out that respondents' contentment was at low level, their work-life balance was very low level, their job security was at low level and their compensation and benefits were at high level. It also revealed that retention has an impact to Cable Link's Sales and Productivity. Furthermore, it revealed that that Sales employees' level of performance was in a spectrum of Low level to High Level. Results shows that respondents' role ambiguity was at high level, their customer relationship was at high level, their product knowledge was at low level and their employee relationship were at low level. It also revealed that performance has an impact to Cable Link's Sales and Productivity. The result of the Pearson Correlation indicated that there is a significant positive relationship between Motivation Level, Retention Level and Performance to Cable Link's Sales and Productivity. It shows that if Sales employees' Level of motivation, retention and performance decrease, the Cable Link's Sales and Productivity also decreases. The result of the Analysis of Variance revealed that there is significant difference between the level of motivation, retention and performance based on gender, that there is no significant difference between the level of motivation, retention and performance based on sales designation and that there is no significant difference between the level of motivation, retention and performance based on years of service. In line with the findings, the researcher developed a Sales Manual that will serve as guide to management in order to boost the Level of Motivation, to strengthen the Level of Retention and to enhance the Level of Performance. The factors that got the highest level will be included in the Standardized Sales Operating Procedure to ensure that sales department are operating from a formalized and coordinated process to increases sales and productivity and also to avoid the risk of errors.