PENGARUH MOTIVASI, KOMPENSASI, DAN PELATIHAN KERJA TERHADAP KINERJA KARYAWAN SALES PADA PT TELKOMSEL CABANG LUBUK PAKAM
DOI:
https://doi.org/10.35446/dayasaing.v12i3.3118Keywords:
work motivation; compensation; training; employee performance; salesAbstract
This study examines the effects of work motivation, compensation, and training on sales employee performance at PT Telkomsel Lubuk Pakam Branch. A quantitative associative approach was used. The population consisted of 53 permanent sales employees, all of whom were included through saturated sampling. Data were collected using a Likert-scale questionnaire and company documentation, then analyzed using descriptive statistics, validity and reliability tests, classical assumptions, multiple linear regression, t-test, F-test, and coefficient of determination. Motivation had a positive and significant effect on performance (B=0.287; β=0.283; t=2.012; p=0.050), compensation had a positive and significant effect (B=0.770; β=0.748; t=3.921; p<0.001), while training had a significant negative effect (B=-0.488; β=-0.446; t=-2.100; p=0.041). Simultaneously, the three predictors significantly affected performance (F=7.901; p<0.001). R² was 0.326 and Adjusted R² was 0.285. Compensation was the strongest predictor. The negative training coefficient highlights the importance of training-job fit, delivery methods, transfer of learning, and training-time management in sales work.
Keywords: work motivation; compensation; training; employee performance; sales
References
Adiyanti, S. A., & Nugraha, E. (2023). Pengaruh kompensasi finansial dan kompensasi nonfinansial terhadap kinerja karyawan. REMIK: Riset dan E-Jurnal Manajemen Informatika Komputer, 7(1), 166–176. https://doi.org/10.33395/remik.v7i1.11997
Aflizah, N., Hidayat, R., & Afriza. (2024). Urgensi kunci sukses pelatihan: Konsep dasar dan desain yang efektif menurut Raymond A. Noe. Jurnal Pendidikan Tambusai, 8(2), 27532–27537.
Bayyinah, Y. H., Affandi, & Assyofa, A. R. (2022). Pengaruh kecerdasan emosional dan motivasi terhadap kinerja karyawan. Bandung Conference Series: Business and Management, 2(2). https://doi.org/10.29313/bcsbm.v2i2.3123
Blume, B. D., Ford, J. K., Baldwin, T. T., & Huang, J. L. (2010). Transfer of training: A meta-analytic review. Journal of Management, 36(4), 1065–1105. https://doi.org/10.1177/0149206309352880
Cahyono, Y. T., & Putri, E. (2020). Kompensasi, motivasi, pelatihan, dan lingkungan kerja pada kualitas kinerja pegawai. Equilibrium: Jurnal Ilmiah Ekonomi, Manajemen dan Akuntansi, 9(1), 19–26. https://doi.org/10.35906/je001.v9i1.479
Cerasoli, C. P., Nicklin, J. M., & Ford, M. T. (2014). Intrinsic motivation and extrinsic incentives jointly predict performance: A 40-year meta-analysis. Psychological Bulletin, 140(4), 980–1008. https://doi.org/10.1037/a0035661
Chen, Y., Zhang, Z., Zhou, J., Liu, C., Zhang, X., & Yu, T. (2023). A cognitive evaluation and equity-based perspective of pay for performance on job performance: A meta-analysis and path model. Frontiers in Psychology, 13, 1039375. https://doi.org/10.3389/fpsyg.2022.1039375
Darmawan, A., Anggelina, Y., & Sunardi. (2022). Motivasi, pelatihan kerja, pengembangan karir dan self efficacy terhadap kinerja karyawan. Jurnal Ilmu Manajemen, 12(1), 47–56. https://doi.org/10.32502/jimn.v12i1.5142
Deci, E. L., Olafsen, A. H., & Ryan, R. M. (2017). Self-determination theory in work organizations: The state of a science. Annual Review of Organizational Psychology and Organizational Behavior, 4, 19–43. https://doi.org/10.1146/annurev-orgpsych-032516-113108
Febby, F. N., & Nawawi, M. T. (2024). Faktor-faktor yang memengaruhi kinerja karyawan yang dimediasi oleh kepuasan kerja. Jurnal Manajerial dan Kewirausahaan, 6(1). https://doi.org/10.24912/jmk.v6i1.28563
Firmansyah, A., & Aima, H. (2020). Pengaruh pelatihan, kompensasi, dan motivasi kerja terhadap kinerja karyawan. Kinerja: Jurnal Ekonomi dan Manajemen, 17(2), 172–185. https://doi.org/10.30872/jkin.v17i2.7050
Fulmer, I. S. (2023). Compensation and performance: A review and recommendations for the future. Personnel Psychology. https://doi.org/10.1111/peps.12583
Gustiana, R., Hidayat, T., & Fauzi, A. (2022). Pelatihan dan pengembangan sumber daya manusia: Suatu kajian literature review ilmu manajemen sumber daya manusia. Jurnal Ekonomi Manajemen Sistem Informasi, 3(6), 657–666. https://doi.org/10.31933/jemsi.v3i6.1107
Hamid, M. N., Alexandri, M. B., & Purnomo, M. (2024). Pengaruh pelatihan kerja terhadap kinerja karyawan dengan kompetensi karyawan sebagai variabel mediasi pada departemen produksi pada salah satu perusahaan tambang di Indonesia. J-MAS: Jurnal Manajemen dan Sains, 9(2), 1222–1234. https://doi.org/10.33087/jmas.v9i2.1920
Hidayat, A. T., & Agustina, T. (2020). Pengaruh pelatihan, kompetensi, kompensasi, dan motivasi kerja terhadap kinerja polisi lalu lintas Polresta Banjarmasin. Business Innovation and Entrepreneurship Journal, 2(1), 48–53. https://doi.org/10.35899/biej.v2i1.50
Kumala, D. (2020). Pengaruh kecerdasan emosi serta motivasi karyawan terhadap kinerja: Studi kasus pada PT Riscon Realty Indonesia. Jurnal Manajemen Bisnis dan Keuangan, 1(2), 14–26.
Larasati, P. M. A., & Suhermin. (2021). Pengaruh motivasi, kepuasan kerja dan disiplin kerja terhadap kinerja karyawan. Jurnal Ilmu dan Riset Manajemen, 10(5).
Lestari, E., & Febrian, W. D. (2024). Pengaruh disiplin kerja, motivasi, dan kompensasi terhadap kinerja karyawan: Studi pada PT Billy Indonesia. Jurnal Manajemen dan Bisnis Madani, 6(1). https://doi.org/10.51353/sbcnpa04
Parashakti, R. D., & Noviyanti, D. (2021). Pengaruh motivasi, lingkungan kerja, dan pelatihan kerja terhadap produktivitas kerja karyawan. Jurnal Ekonomi Bisnis, Manajemen dan Akuntansi, 1(2), 127–136. https://doi.org/10.47709/jebma.v1i2.994
Rifdha, A., Oktavia, R., Pasaribu, N. M. P., & Salianto. (2024). Pengaruh motivasi kerja terhadap kinerja karyawan: Studi literatur. Jurnal Review Pendidikan dan Pengajaran, 7(3), 8792–8798. https://doi.org/10.31004/jrpp.v7i3.30527
Salas, E., Tannenbaum, S. I., Kraiger, K., & Smith-Jentsch, K. A. (2012). The science of training and development in organizations: What matters in practice. Psychological Science in the Public Interest, 13(2), 74–101. https://doi.org/10.1177/1529100612436661
Wang, N., Luan, Y., & Ma, R. (2024). Detecting causal relationships between work motivation and job performance: A meta-analytic review of cross-lagged studies. Humanities and Social Sciences Communications, 11, 595. https://doi.org/10.1057/s41599-024-03038-w
Waskito, L. L., Agustina, T., & Bukhori, M. (2023). Pengaruh pelatihan, lingkungan kerja, motivasi dan kompensasi terhadap kinerja karyawan bagian gudang PT Mentari Indonesia Jakarta. INOBIS: Jurnal Inovasi Bisnis dan Manajemen Indonesia, 6(2), 201–216. https://doi.org/10.31842/jurnalinobis.v6i2.269
Widodo, D. S., & Yandi, A. (2022). Model kinerja karyawan: Kompetensi, kompensasi dan motivasi—Literature review manajemen sumber daya manusia. Jurnal Ilmu Multidisiplin, 1(1), 1–14. https://doi.org/10.38035/jim.v1i1.1
Yusuf, M., & Hendra, R. (2023). Pelatihan dan pengembangan sumber daya manusia (SDM) berkelanjutan. Jurnal JUPEMA, 2(2), 52–63. https://doi.org/10.22437/jupema.v2i2.30510
Zulkifli. (2022). Faktor-faktor yang memengaruhi kinerja pegawai: Kepemimpinan, motivasi dan kepuasan kerja—Studi literature review MSDM. Jurnal Manajemen Pendidikan dan Ilmu Sosial, 3(1), 414–423. https://doi.org/10.38035/jmpis.v3i1.886
Downloads
Published
Versions
- 2026-10-31 (2)
- 2026-10-31 (1)
