SALESFORCE PERCEPTIONS OF TIME MANAGEMENT AND PRODUCTIVITY IN AGRIBUSINESS
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Abstract
The agribusiness sector is characterized by strong competitiveness and commercial dynamics that require mobility, close relationships with clients, and the ability to organize field activities effectively. In this context, time management becomes a relevant factor for the productivity of sales teams, since a significant portion of commercial activities involves travel, assistance to producers, and the execution of administrative tasks. In light of this scenario, the present study aimed to analyze how a sales team from a company in the agricultural sector perceives productivity and time management in the performance of their commercial activities. To achieve this objective, an applied research design with a mixed-methods approach was adopted. Data were collected through a semi-structured interview protocol administered to 20 professionals working in the commercial department of an agricultural company. The results indicate that a substantial portion of the sales representatives’ working time is allocated to activities considered unproductive. It was also observed that, although the company provides some technological tools to support management, there are limitations related to the integration of internal processes and the availability of training focused on time management. As an implication, the findings highlight the importance of organizational investments in technologies, process simplification, and training programs within the sector.
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