The performance of the sales and marketing team is a primary driver of success in the property business. This research, conducted by Pintari Sahpira Gulo and Dewi Sartika from Universitas Pamulang in April 2026, analyzes the factors influencing the performance of the sales and marketing team at Collins Boulevard Apartments, South Tangerang, with a focus on the roles of compensation and competence.
Background and Objectives
In the competitive apartment industry, achieving sales targets requires a team that possesses not only strong technical expertise but also high motivation. This study aims to examine the extent to which compensation and individual competence levels, both partially and simultaneously, influence the effectiveness of the marketing team's performance.
Research Methodology
This study employed a quantitative approach using multiple linear regression analysis. Data were collected from 79 sales and marketing personnel through Likert-scale questionnaires and processed using SPSS software version 25. The study was conducted during the 2024 academic period.
Key Findings
The data analysis results reveal significant findings:
- Positive and Significant Influence: Compensation and competence, both partially (individually) and simultaneously (together), are proven to have a positive and significant impact on the performance of the sales and marketing team.
- Dominant Variable: Individual competence was found to be a more dominant factor influencing performance compared to compensation.
- Coefficient of Determination (R2=0.822): This result indicates that 82.2% of the variation in marketing team performance can be explained by the compensation and competence variables, while the remaining 17.8% is influenced by other variables outside this research model.
Practical Implications for the Company
Based on these findings, the authors suggest that property companies, particularly Collins Boulevard Apartments, can improve the performance of their marketing teams through:
- Competency Development: Sustainable investment in sales skill training and product knowledge for the team, considering competence is the most dominant performance driver.
- Fair Compensation System: Although competence is more dominant, compensation remains a crucial variable that must be managed fairly to maintain the team's motivation and job satisfaction.
Author Profile:
- Pintari Sahpira Gulo – Researcher, Faculty of Economics and Business, Universitas Pamulang.
- Dewi Sartika – Researcher, Faculty of Economics and Business, Universitas Pamulang.
Research Source: Gulo, P. S., & Sartika, D. (2026). "The Effect of Compensation and Competence on the Performance of the Sales and Marketing Team at Collins Boulevard Apartments in South Tangerang". International Journal of Education and Life Sciences (IJELS), 4(4), 523-536.
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