AN EMPIRICAL STUDY ON THE EFFECTS OF SALES PROCESS INEFFICIENCIES ON OCCUPATIONAL STRESS, EMPLOYEE PERFORMANCE AND EMPLOYEE WELL-BEING AT KOKA SOFTWARE TECHNOLOGY PVT LTD.

Authors:

Dr. A. SINDHIYA REBECCA1, Mr. K V. DILEEP KUMAR2

¹Dr. A. Sindhiya Rebecca, Professor, Master of Business Administration & Panimalar Engineering College, Chennai - 600123

²Mr. K V. Dileep Kumar, Student, Master of Business Administration & Panimalar Engineering College, Chennai - 600123

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ABSTRACT - Sales process efficiency is a key factor in shaping employee performance and maintaining a balanced work environment. This study explores how gaps in the sales process influence employee stress, workload, and productivity, focusing on issues such as delays, weak communication, and operational shortcomings. The research is based on primary data collected from sales employees using a structured questionnaire.

Data analysis was carried out using statistical methods including, Chi-square test, ANOVA, Chi-square test, Correlation test and Mann-Whitney-U test. The findings show that inefficiencies in the sales process contribute to increased workload, longer working hours, and higher stress levels, which in turn affect employee performance.

The study also identifies challenges such as poor coordination, communication barriers, and insufficient technological support. These factors reduce efficiency and impact employee well-being. It concludes that improving internal processes, strengthening communication, and managing workload effectively can enhance performance, lower stress, and support sustainable organizational growth.

Key Words: Sales Process Efficiency, Process Inefficiencies, Employee Stress, Employee Performance, Workload Management, Communication Gaps, Operational Efficiency, Job Satisfaction, Employee Well-being