Maria Widyarini

The Impact of Sales Forces Training Program to Employees Behaviour Styles (A Quasi-experimental Case Study In a Medium Sized Enterprise)

Abstract This study aims to explore the possibility of another positive impact of employee training program within a medium sized logistics and distribution service enterprise. Researches have shown that training programs have proven to be an effective way to boost company performance, in term of sales and financial perspectives. In term of behavioural perspective, view has shown that training has significant impact to modify employee behaviour styles. A quasi-experimental approach is used in this case study. Using a treatment group, as well as a control group, behaviour style of each respondent is analyzed using DiSC technique. The study shows that training has a permanent impact to employees’ behaviour changing of the treatment group, while the control group shows no behavioural switching among the employees.