Motivation, Learning Orientation, and Individual Competencies as Predictors of Sales Performance
DOI:
https://doi.org/10.29105/vtga12.4-1375Keywords:
Self-efficacy, Performance, Motivation, Learning orientation, SalesAbstract
The objective of this study is to theoretically identify and integrate the competencies that act as predictors of superior sales performance. The research adopts a qualitative approach, with a documentary review design and a theoretical–conceptual type of study. The documentary sample was drawn from an initial corpus of 3,462 scientific articles indexed in specialized databases, of which 412 representative studies were selected based on relevance and methodological rigor. The instrument of analysis consisted of a systematic and structured review of peer-reviewed literature aimed at the conceptual integration of constructs and accumulated empirical findings. The results show consistent associations between sales performance and five key variables: motivation, learning orientation, self-efficacy, adaptive selling, and conscientiousness. However, fragmentation was identified in the literature, as these determinants are typically examined in isolation, limiting the understanding of their joint effect. It is concluded that the systemic articulation of these competencies within an integrative theoretical model provides a solid theoretical foundation for future empirical validation and for the strategic design of selection and training processes in commercial areas.
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