The Impact of Performance Management and Empowering Leadership on Personal Motivation: A Study Case of Salesforce Performance in Retail Market

TheCovid-19pandemichasbroughttheworldintoanewerathathas demanded changes in various sectors, including the management of salesforces in retail stores. Due to the pandemic, changes in consumers’ habits have raised challenges for salesforce management to increase its salesforces’ personal moti- vation to encourage optimal work behavior. This study aims to identify the impact of performance management and empowering leadership on constructing the per- sonal motivation of the salesforces in the retail market. The survey of this research was conducted on 223 salesforces from various sectors, such as food & beverages, personal care, home care, etc., in East Java, Indonesia. The data obtained in this study were discussed in two parts, the first is a descriptive analysis, and the sec- ond is an analysis of the relationship between concepts. This study reveals that performance management and empowering leadership directly and significantly affect the personal motivation of the salesforces in the retail market.