Impact of Employee Performance on Sales: Hilton Hotel UK Case Study

This report investigates the impact of employee performance on sales, using Hilton Hotel UK as a case study. The research outlines the project's aim, objectives, and research questions, focusing on the relationship between employee performance and sales figures. It explores factors influencing project selection, reviews key references highlighting employee motivation and training techniques, and details the research methodology, including data collection through manager surveys. The analysis uses quantitative techniques to interpret the findings, revealing the significance of employee performance, innovation, motivation, and leadership styles in driving sales. The report concludes with recommendations and justifications for further consideration, emphasizing the critical role of skilled and motivated employees in enhancing company sales and achieving organizational goals. The findings underscore the importance of strategies such as innovation, training, and effective leadership in optimizing employee contributions and boosting sales performance within the hospitality sector.

Research Project

Table of Contents
RESEARCH AIM............................................................................................................................3
TASK 1............................................................................................................................................3
1.1 Research project outline specification..................................................................................3
1.2 Factors that contribute to the process of research project selection......................................4
1.3 Undertake a critical review of key references.......................................................................4
1.4 Research Project Specification..............................................................................................6
1.5 Appropriate plan and procedures for the agreed research specification...............................6
TASK 2............................................................................................................................................7
2.1 Match resources efficiently to the research question............................................................7
2.2 Undertake the proposed research investigation in accordance with the agreed specification
and procedures............................................................................................................................9
2.3 Record and collate relevant data where appropriate.............................................................9
3.1 Appropriate research evaluation techniques.........................................................................9
3.2 Interpretation and analysis of the outcome.........................................................................10
3.3 Recommendations and justification for further consideration............................................15
TASK 3..........................................................................................................................................15
4.1 Presenting outcomes............................................................................................................15
CONCLUSION..............................................................................................................................15
REFERENCES..............................................................................................................................16

RESEARCH AIM
“To identify the impact of employees performance on company sales: A case study of Hilton
Hotel UK”.
TASK 1
1.1 Research project outline specification
For any organization main aim is to gain maximum profit and this is possible when firm
satisfy their customers. In this context, it is important that the company have employees who
have skills and knowledge so that they can provide better services to their ultimate users
(Sharma, Garg and Bansal, 2013). With this respect, to measure the performance level
employees play vital role and with combined effort sales is raised and it determined whether the
firm gains profit or face losses. In order to make sure that the revenue of raises, it is important
for management to make sure that workers provide proper services. So as to analyse the
performance, there are different type of strategies which can be followed by organization.
Factors like customer's satisfaction, productivity, employees morale and marketing effectiveness
fall under organizational performance. These factors enable to improve sales level of company.
However, one of the best way to make improvement in sales is through skilful and
knowledgeable employees (Shetty and Dhannur, 2013). Moreover, employees can be determined
to be major assets through which sales can be improved. As per the present report, it will focus
over the performance of employees in enhancing company sales. With this respect, Hilton Hotel
UK is taken into consideration. Cited firm is well know organization which aims at providing
their customers with luxury services. Further, this respect will enable to make proper study over
different ways through which employees performance can be improved and sales can be raised.
Aim: Aim of this study is to determined the roles of employees performance in
enhancing company sales. In order to achieve the goals and objectives of this study effectively,
Hilton Hotel is taken into consideration.
Objectives:
 To assess relationship among sales and performance of employees at Hilton.
 To determine different techniques to improve employees perform at Hilton.
 To recommend the ways through which sales of Hilton hotel can be raised.
Research Questions:

 What is relationship among sales and performance of workers at Hilton Hotel?
 What are various techniques which can be adopt by Hilton Hotel?
1.2 Factors that contribute to the process of research project selection
There are many factors which contribute in selecting this research project. Among these
factors few of them are as follows:
Knowledge and experience of research: This research will enable to me to develop my
understanding towards different type of issues which are faced by workers with the organization.
Most importantly, I will be able to develop my knowledge and experience in this area.
Area of interest: My area of interest is high on this topic. Hilton is a well known hotel
and this will enable to determine the different set of strategies which are adopted by cited firm in
making employees perform with their full efficiency.
Future scope: This area of study will enable me to develop my knowledge and this will
be helpful for the future job performance.
1.3 Undertake a critical review of key references
There is a direct relationship amid employee performance and sales of the company; thus
it can be said that both the aspects are interrelated to each other. Chen and et.al., 2014
“contended that, human resources are the major possessions that aids the business entity to
manage all the work aspects and their contribution assists the business to reach towards the aims
and objectives” (Chen and et.al., 2014). When employee performs well, they show great concern
towards organizational development and similarly, this maximizes sales of the company.
However, Conway and Coyle‐Shapiro, 2012 “argued that employees should always be
encouraged and motivated so that they get satisfaction from their job” (Conway and Coyle‐
Shapiro, 2012).
Motivation is the only dimension that drives the employees to produce prominent
outcomes for the organization. Employee support and contribution play crucial role in the
organization and they also maximize the opportunities of growth and success. Sales degree only
increases at the time when employees contribute in delivering proper services to the clients.
However, this is possible when all the employees are motivated and encouraged towards better
productivity. In this context, Jiang and et.al., 2012 “argued that employee motivational aspects
keep on changing; therefore it is difficult for the organization to motivate the employees all the
time” (Jiang and et.al., 2012).

Different techniques to improve employee performance
According to Kumar, Khan and Chatterjee, 2014, “training seems to be the most
significant technique for improving performance of the employees” (Kumar, Khan and
Chatterjee, 2014). Training also play crucial role in employee development and as a result, it
assists the organization to raise the standard of service delivery process. However, on the
contrary, sometimes training is regarded as a time consuming activities which does not assist
employees in any sphere. Moving towards the advantageous phase of training, it can be said that
with the help of training employee efficiency increases and this assist them to get more
development opportunities from the management.
This is one such aspect through which organization can show its concern towards
employee development and welfare; hence this is a significant source of employee motivation.
However, Poongavanam and Ramachandran, 2014 argued that “being a cost associated process,
most of the organization do not organize training events and activities which hampers employee
development” (Poongavanam and Ramachandran, 2014). This is the major challenge happened
in the organization. Contrary to this, training is also beneficial in reducing extra operational cost
of the business as this helps the employees to learn diverse aspects without investing too much
time in other development activities.
Some ways through which sales can be improved
Sales of the company can be improved through various methods and techniques such as
improving employee performance, changing the way of approaching clients and delivery of
better services to the consumers (Singh, Winkel and Selvarajan, 2013). Employees should be
motivated and encouraged enough so that they can help in achieving organizational aims and
objectives. Employees should also be involved in organizational decisions so that they can
present their suggestions and opinions in improving overall productivity and performance of the
business. Employees can also change the way of approaching and interacting with other people
as through this they can identify their own areas of improvements.
Enhancing sales aspect is a difficult task for the company since it requires a lot of efforts
(Sliter, Sliter and Jex, 2012). However, employees are the only resources through which
company sales can be increased; hence organization should have to make arrangement of several
things that can drive the employees for better productivity. Sales and profitability are two major
aspects of the company that requires long term efforts; therefore to manage such things,

organization should measure the performance on consistent basis for more development.
Moreover, sales of the company can also be improved through imparting training to the
employees regarding better service delivery provision.
1.4 Research Project Specification
In this present report, the research will make use of positivism research philosophy and
this will enable to achieve the objectives and aim. Further, to determined the relationship among
sales and workers, researcher will make use of descriptive research design (Kaplan and
Atkinson, 2015). Moreover, in collecting data both secondary and primary data will be used. In
addition to this, hypothesis will not be used in this investigation and researcher will make use of
inductive research approach. Further, to carry out research, thesis and random sampling will be
used. Through random sampling 8 managers of Hilton hotel will be selected. Manager of the
organization will able to provide their better information related with research objectives.
Response of all the managers were positive and they helped in undertaking the research in an
effective manner. Information related to different ways through employees with skills and
knowledge will be helped in raising sales. Further, information collected from managers will be
analysed with the help of quantitative technique and different themes will be developed as per
responses.
1.5 Appropriate plan and procedures for the agreed research specification
Activity 1th
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To determine
research Topic
Literature
Review
Mapping up
methodology
Completing
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pilot research
and designing
question
Recording
Research and
carry out
Developing
graphs and data
Analysis
Discussion and
Conclusion
Editing and
Completing final
report
TASK 2
2.1 Match resources efficiently to the research question
Ultimate aim of this research is to make sure importance of performance of workers in
order to raise the sale of organization. In this context, it enables to determine different ways with
the help of which employees perform can be enhanced. With this respect, cited firm can maintain
their service quality and to satisfy their customers. Relationship among sales and employees
performance will be analysed. To determine better response towards motivation level, research
will make use of data survey method. This will enable to know whether motivation really do
improves performance of employees and how it helps to increase the sales. Further, data survey
method will enable to determine the performance level of workers. With this respect following
are the objectives which are set by researcher:
 To assess relationship among sales and performance of employees at Hilton.
 To determine different techniques to improve employees perform at Hilton.
 To recommend the ways through which sales of Hilton hotel can be raised.
Questioner:

1. Name:
2. Gender:
3. Age:
4. Do you agree that employee's performance really affect the sale of Hilton hotel?
 Strongly disagree
 Disagree
 Neutral
 Agree
 Strongly agree
5. What are the different techniques according to you which can be used in improving
performance level?
 Supporting innovation
 Delegation
 Empowering
 Providing training and development
 Organization structure and culture
6. To boost up employee's morale, does frequent training and develop is helpful?
 Yes
 No
7. Does motivation play vital role in improving employees performance level?
 Yes
 No
8. What leadership styles should be used by Hilton Hotel in order to improve productivity or
sales?
 Democratic leadership
 Autocratic leadership
 Participative leadership
9. Suggestions through which sales of the organization can be raised.
______________________________________________.

2.2 Undertake the proposed research investigation in accordance with the agreed specification
and procedures
In order to undertake effective investigation over the research, researcher will make use
of inductive research approach. Main reason behind selecting this approach is that it includes no
hypothesis and in this study there is not hypothesis being used. So as to maintain reliability and
validity, researcher has to make use of procedure and specification. To come up with in
conclusion, it is important that researcher analyse the data collected and make use of authentic
sources so that data can be relied and appropriate recommendation can be given.
2.3 Record and collate relevant data where appropriate
All the information or data is collected with the help of primary source. In this context,
manager within Hilton hotel will be provided with questionnaire which will include questions
and this will enable to reach the objectives. There are many employees who work under these
managers. This way it will become easy to get relevant information and they will be helpful in
achieving objectives. Further, they will be able to provide proper information related with the
employee's performance and ways through which sales can be raised. Through management
people, performance level workers can be determined. Moreover, with the help of primary source
different techniques and strategies can be determined which will enable to improve performance
level and in raising sales. This will be effectively with the help of questionnaire.
3.1 Appropriate research evaluation techniques
There are different type of techniques which fall under this Research methodology and
these are helpful to conduct effective research:
Research Design: It is a type of technique which enables the have systematic process
through which one can achieve research objectives (Leontowitsch, 2012). In this context,
descriptive research as it enables to make the study without making any changes in data
collected. In addition to this, it also assesses research to have proper interaction with workers at
Hilton Hotel.
Research philosophy: This enables research to carry out the study in specific direction.
As per the present study, researcher will make use of positivism approach (Harcourt and
Rumsey, 2012). This helps the researcher to make emphasis over the research objectives. It will
enable the to determine the relationship among sales and employees performance.

Research approach: Inductive research will be used by the investigator. This type of
research approach is selected as there is no hypothesis used to carry out the research. Inductive
approach will enable to achieve the objectives of research in an effective manner.
Data collection: This is the most important part in conducting research. It enables one to
come up with appropriate conclusion over the research (Sultana and et.al., 2012). In this context,
to determine the roles of employees in raising sales at Hilton will be done with the help of both
primary and secondary data. Questionnaire will be used to collect primary data and to gather
secondary data, researcher will make use of articles, books, financial statement of organization,
etc.
Sampling: Random sampling method will be used as it will be helpful in coming up with
appropriate outcome through questionnaire. 8 respondents will be explained and they will
manager of Hilton hotel. They have proper knowledge regarding the performance of employees
in raising sales.
Data analysis: In order to analyse the collected information, researcher will make use of
thematic method, this will be helpful in investigating the research on the basis of qualitative
research.
3.2 Interpretation and analysis of the outcome
Question 1: Performance of employees do affects the sales of Hilton
Do you agree that employee's performance really affect the sale of Hilton hotel? Response
Strongly disagree 3
Disagree 1
Neutral 2
Agree 1
Strongly agree 1

3
1
2
1
1
Strongly disagree
Disagree
Neutral
Agree
Strongly agree
Description: In accordance with the data collected, it can be stated that the performance of
employees gets high affects the sales. From 8 managers, about 3 of them strongly believe that
sales is negatively affected with the performance of employees. With this respect, it is important
that management make appropriate steps with the help of which they will be able to make sure
that performance is not affected of workers. This way firm will be able to make use of their
employees full potential. Further, it will enable to the organization to achieve their goals and
objectives.
Question 2: Techniques in improving performance level within Hilton Hotel.
What are the different techniques according to you which can be used in
improving performance level?
Response
Supporting innovation 3
Delegation 1
Empowering 1
Providing training and development 2
Organization structure and culture 1

3
1 1
2
1
Supporting innovation
Delegation
Empowering
Providing training and
development
Organization structure
and culture
Description: Among all the respondents all think that to make improvement in the sales, it is
stated that innovation will enable to increase sales. Main aim of any organization is to gain
maximum profit. In order to increase the sales firm need to be different from other organization
which provide their customers with similar services. By supporting innovation, organization will
be able to make improvement in the services and customers can be satisfied. This way firm will
be able to increase their sales. 2 of the employees think that by providing worker with frequent
training will enable to develop sales.
Question 3: Motivation play vital role in improving employees performance level.
Do motivation play vital role in improving employees performance level? Response
Yes 6
No 2

Description: From the above data, it can be stated that motivation play vital role in improving
employees perform. From 8 respondents, 6 managers think that motivation play vital roles. When
employees are motivated, then they aim at performing their roles and responsibility more
effectively and efficiently. There are certain set of motivational factors which all employees.
When these are satisfied, then they get motivated. This enables to understand their customers and
to provide them with services which will help in satisfying service users and this way sales can
be raised.
Question 4: Leadership styles used within Hilton Hotel in order to improve productivity or sales.
What leadership styles should be used by Hilton Hotel in order to improve
productivity or sales?
Response
Democratic leadership 4
Autocratic leadership 2
Participative leadership 2
6
2
Yes
No

Description: Different type of leadership style is used by the organization in order to make the
employees perform with their full potential. However, according to manager of Hilton hotel
think that management should make use of democratic leadership style. This is a type of
leadership in which all the decisions are made through combined effort of top management and
employees. This enables to motivate workers and this also develop a feel of importance among
workers mind. On the other hand, 2 of managers think that they should make use of autocratic
leadership which is used in Hilton. Further, 2 managers think that they should made use of
participative leadership style.
3.3 Recommendations and justification for further consideration
In accordance with the finding, it can be recommended that management of Hilton should
make use of innovation and in order to do that, suggestions from employees should be taken so
that they will be able to increase their sales level. Further, it has been determined that motivation
play vital role. In this context, Hilton Hotel should make use of motivational theories which will
enable to encourage and motivate workers. With this respect, management should make use of
Maslows need of hierarchy. This motivational theory covers all the essential areas with the help
of which workers can be motivated. Further, cited firm make use of autocratic leadership style
which de-motivates workers. Hilton hotel should make use of democratic leadership style as this
4
2
2
Democratic leadership
Autocratic leadership
Participative leadership

will enable to motivate employees and they will develop a feel that they are important for the
company. Moreover, workers have direct interaction with customers so they will be able to
provide better suggestion through which sales can be raised.
TASK 3
4.1 Presenting outcomes
Covered in PPT
CONCLUSION
From this report it can be stated that employees are the face of organization and it is
important that firm have capable and skilful work so that customers can be provided with better
and improved services. To raise the sales one of the best strategy is to adopt innovation as this is
will differentiate among other organization and more and more customers can be attracted.

REFERENCES
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Kaplan, R. S. and Atkinson, A.A., 2015. Advanced management accounting. PHI Learning.
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