View of Effect of Leadership and Communication on Sales Performance on Cv Angkasa Leather Jombang

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Effect of Leadership and Communication

on Sales Performance on CV Angkasa Leather Jombang

Leo Young Prasetyo, I Putu Artaya, Helen Pramudita Departement of Management, Narotama University Surabaya

Jl. Arief Rachman Hakim No. 51, Surabaya, Indonesia

[email protected], [email protected], [email protected]

Abstract

This study aims to examine and determine the effect of leadership and communication on sales performance at CV. Angkasa Leather Jombang. The approach used in this research is a quantitative approach. The population in this study were all sales employees totaling 45 people. The data analysis technique used multiple linear regression analysis and hypothesis testing. The results showed that 1) Leadership had a positive and significant effect on sales performance, 2) Communication had a positive and significant effect on sales performance, 3) Leadership and Communication together had a significant effect on sales performance.

Keywords:

Communication, Employee Performance, Leadership

1. Introduction

In the current era of globalization, competition in the business world is getting tougher. Likewise, human resources (HR) need to be proactive in developing themselves. The human resources needed today are human resources that are adaptive and responsive to technological changes. Human resources are a very important factor either individually or in groups, and human resources are one of the main drivers of the course of an organization's activities, even the progress of a company is determined by the presence of its human resources. For this reason, every company needs to pay attention and regulate the existence of its employees in an effort to improve good performance. There is no company that does not want the company to continue to advance according to its goals and targets. To achieve the desired goal, human resources are needed who are able to implement their insights into practice. In order to improve achieving the desired goals, it is very necessary to have a leader's role as the highest policy holder in the company. Leadership needs to be empowered in order to carry out tasks successfully.

Leaders need to empower employees as well as be able to play a role in accordance with their duties, authorities and responsibilities, with empowerment processes and programs ultimately employees must have professional and functional performance. Leaders must generate positive work attitudes in their employees. A positive work attitude can be seen from the communication and work motivation of employees. Good communication will lead to mutual understanding and comfort at work, CV. Angkasa Leather is one of the companies in Mancar Peterongan based in Jombang which is engaged in household needs and food distribution in the form of snacks. Working with 14 principles, the company has 2,870 official and retail outlets in Jombang Regency and Mojokerto City. The company has 3 divisions including sales (promotion), administration and logistics. In this case the distribution department requires sales and warehouse employees (logistics), where the salesperson acts as a promoter to increase the production of goods, and the warehouse employee is responsible for ensuring that the goods ordered and delivered on time. If the performance of sales and warehouse employees decreases, it will affect the company's income. According to the results of interviews with several employees, the decline in employee performance is believed to be due to the leader's inability to manage subordinates in the company's resume. Angkasa Leather, Leader rarely gives instructions to employees. Because the company is team-oriented, lacks direct motivation from the leadership, lacks supervision, or it can be said that there is no supervision of employees, suspecting that the leadership has not set a good example, and most employees need better skills at work, so there are still many employees who not doing a good job.

Based on observations in the field, it is suspected that communication is not running smoothly due to several factors, namely employees feel they have not been able to communicate with leaders so that it has an impact on understanding the work to be done, then the interaction between leaders and employees is less than optimal so that at work employees interact more with fellow employees. Due to the lack of communication, during the month-end evaluation, there is often a debate between the leadership and employees discussing the issue of comparison between targets and employee work achievements. Based on the description described in the background above, the formulation of the problem in this study is:

1. Does leadership affect the performance of CV Angkasa Leather Jombang employees?

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3. Do Leadership and Communication simultaneously affect the performance of CV Angkasa Leather Jombang employees?

2. Theory Basis and Hypotheses Formulation

Leadership is a field of research as well as a practical skill that includes the ability of an individual or an organization to "lead" or mentor other people, teams, or entire organizations. According to Sri Rahmi (2014) leadership is a leader's ability to influence, motivate, and enable others to contribute to the effectiveness and success of the organization. Whether or not an agency is very dependent on the skills and abilities of managers in carrying out leadership to direct their subordinates. Likewise, the success or failure of an organization, especially in government institutions, is very dependent on the leadership style of the leaders of the organization.

Communication is the exchange of verbal and non-verbal messages between the sender and the recipient of the message to change behavior (Muhamad, 2004). With communication, it will allow someone to coordinate an activity with others to achieve a common goal. According to Sutadji (2009) there are several indicators of effective communication, which are as follows:

a. Comprehension The ability to carefully understand the message as intended by the communicator. The purpose of communication is the occurrence of mutual understanding, and to achieve that goal, a communicator and communicant must understand each other's functions. The communicator can convey the message while the communicant can receive the message conveyed by the communicator.

b. Pleasure If the communication process is in addition to conveying information successfully, it can also take place in a pleasant atmosphere between the two parties. A more relaxed and pleasant atmosphere will be more comfortable in interacting compared to a tense atmosphere. Because communication is flexible. with an atmosphere like that, then an interesting impression will appear.

c. Influence on attitudes the purpose of communication is to influence attitudes. when communicating with other people then there is a change in their behavior in this case it can be said that the communication that occurs is effective, and if there is no change in a person's attitude, then the communication made is not effective

Performance is a result that can be measured by the effectiveness and efficiency of a job done by human resources or other resources in achieving the company's goals or objectives properly and efficiently (Rifa’I &

Raihan, 2022). Moeheriono (2014), performance can be known and measured if an individual or group of employees already has criteria or benchmark success standards set by the organization (Nurhidayat Anisyar et al., 2021). Employee performance can also be explained through several indicators, namely: quantity, quality of work, punctuality, and attendance and ability to cooperate (Rosniyenti & Wahyuni, 2019).

H1: It is suspected that leadership has a positive effect on employee performance on CV. Angkasa Leather Jombang

H2: Allegedly Communication has a positive effect on Employee Performance on CV. Angkasa Leather Jombang H3: It is suspected that Leadership and Communication simultaneously have a significant effect on Employee Performance on CV. Angkasa Leather Jombang.

3. Research Methods

This research was conducted at CV. Angkasa Leather Jombang to determine the effect of communication and communication on employee performance significantly. With a population of 45 sales employees

In this study, researchers used three variables, namely employee performance (Y) as the dependent variable (dependent), leadership (X1) and communication (X2) as the independent variable (independent). The analytical method used is descriptive analysis method and uses inferential statistics with multiple linear regression formula, which uses SPSS program assistance.

The data analysis technique in this study uses descriptive analysis, research instrument testing (validity test and reliability test), assumption test

classical (multicollinearity test, autocorrelation test, heteroscedasticity test, normality test), multiple linear regression analysis, t test, F test, and coefficient of determination test.

4. Results and Discussion

Subjects used as respondents in this study were respondents who worked as employees at CV Angkasa Leather Jombang as many as 45 people. The general description of the subjects in this study was carried out by describing some of the characteristics of the respondents including gender, age and education level and length of work which can be described as follows:

The general description of the population and respondents by gender is shown in Table 1, based on age is shown in Table 2, and based on education level is shown in Table 3

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Table 1. Characteristics of Respondents by Gender

No. Gender Frequency Percentage (%)

1 Man 25 55.6

2 Woman 20 44.4

Total 45 100

Source: Processed primary data, 2022

Based on Table 1 above, it can be seen that from 45 respondents, most of the respondents in this study were men, namely 25 people or with a percentage level of 55.6%, while female respondents were 20 people or with a percentage level of 44.4%.

Table 2. Characteristics of Respondents Based on Age

No Age Frequency Percentage (%)

1. 18 years to 20 years 11 24.4

2. 21 Years to 25 Years 17 37.8

3. 26 years to 30 years 9 20.0

4 > 30 Years 8 17.8

Total 45 100

Based on Table 2, it can be seen that from 45 respondents, most of the respondents in this study were aged 21 to 25 years, which amounted to 17 people or with a percentage rate of 37.8%, then respondents aged 18 years. up to 20 years, there are 11 people or a percentage rate of 24.4%, respondents aged 26 to 30 years are 9 people or with a percentage rate of 20.0%, and respondents aged >30 Years amounted to 8 people or with a percentage rate of 17.8%.

Table 3. Characteristics of Respondents Based on Education Level

No Work Frequency Percentage (%)

1. SENIOR HIGH SCHOOL 19 42.2

2. D3/D4 10 22.2

3. S1 16 35.6

Total 45 100

Based on Table 3, it can be seen that of the 45 respondents, most of the respondents in this study were those who had a high school/vocational education level, which amounted to 19 people or with a percentage level of 42.2%, then respondents with an undergraduate education level were as many as 16 people or with a percentage level of 35.6%, and respondents with a D3/D4 education level as many as 10 people or with a percentage level of 22.2%.

Table 4. Characteristics of Respondents Based on Length of Work

Length of work Frequency Percentage %

< 1 Year 9 20.0

1-3 Years 17 37.8

4-6 Years 12 26.7

>6 Years 7 15.6

Total 45 100.0

Based on Table 4, it can be seen that the majority of respondents are 1-3 years, that is as many as 17 respondents or 37.8%, then 12 respondents have a working period of 4-6 years, 9 respondents with a working period of less than 1 year and 7 respondents with 6 years of service or more

5. Classic assumption test

5.1. Normality test

Normality test is used to determine whether in the regression model the independent variable and the dependent variable both have a normal distribution or not. The normality test was carried out on the research data

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research data residuals is normal, and b) significant value < 0.05 then it is concluded that the distribution of research data residuals is not normal. In this study, the results of the normality test can be interpreted as follows:

Table 5. One-Sample Kolmogorov-Smirnov Test Unstandardized

Residual

Standardized Residual

N 54 54

Normal Parameters, b mean 0E-7 0E-7

Std. Deviation ,21570375 ,97128586 Most Extreme Differences

Absolute ,141 ,141

Positive ,129 ,129

negative -,141 -,141

Kolmogorov-Smirnov Z 1.036 1.036

asymp. Sig. (2-tailed) ,233 ,233

Based on Table 5, it can be seen that the Kolmogrov-Smirnov Z value is 1.036 and with a significant value of 0.233, which means that the variables used in this study are greater than 0.05. So, it can be concluded that the data is normally distributed and can be used in research.

5.2. Multicollinearity Test

Test the existence of a perfect linear relationship between some and all independent variables. To find out whether or not there is multicollinearity in the regression, it is done by analyzing the Tolerance and Variance Influence Factor (VIF) values as follows: a) if the VIF value is > 10 and the tolerance is < 0.1, it can be said that the regression equation has multicollinearity problems, and b) if VIF value < 10 and tolerance > 0.1, it can be said that the regression equation does not occur multicollinearity. In this study, the results of the multicollinearity test can be interpreted as follows:

Table 6. Multicollinearity Test Results

Model Collinearity Statistics

Tolerance VIF

1

(Constant)

KP ,504 1,985

KM ,504 1,985

Based on Table 6 shows that the Tolerance value > 0.10 and the VIF value < 10, it can be concluded that all independent variables consisting of leadership and free communication are Multicollinearity, so that these variables can be used in further research.

5.3. Heteroscedasticity Test

Heteroscedasticity test is used to test whether in the regression model there is an inequality of variance from the residual of one observation to another observation. The heteroscedasticity test is carried out by analyzing the spread of points contained in the scatterplot generated using the SPSS software program as a basis for decision making with the following criteria: a) If the distribution of points forms a certain pattern and the distribution is above and below the zero point of the Y axis, it can be it can be concluded that there is no heteroscedasticity problem in the regression model, and b) If the distribution of the points forms a certain pattern and is actually above or below the zero point of the Y axis, it can be concluded that there is a heteroscedasticity problem in the regression model.

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Figure 1. Heteroscedasticity Test Results Source: Processed primary data, 2022

On picture above it can be seen that the distribution of points does not form a certain pattern and the points are above or below the zero point of the Y axis, it can be concluded that in this study there was no heteroscedasticity problem in the regression model or there was no heteroscedasticity.

5.4. Multiple Linear Regression Analysis

Multiple linear regression analysis is used to determine whether there is an influence or relationship between the independent variables (Independent) on the dependent variable (Dependent). In this study, the results of multiple linear regression analysis can be interpreted as follows:

Table 7. Multiple Linear Regression Analysis

Model Unstandardized Coefficients Standardized Coefficients

B Std. Error Beta

(Constant) ,843 ,383

KP ,431 ,123 ,452

KM ,388 ,119 ,420

Source: Processed primary data, 2022 KS = 0.843 + 0.431KP + 0.388KM + e

From the above regression equation can be described, as follows:

a. The constant = 0.843 indicates that if the leadership and communication variables are 0, then the sales performance will increase by 0.843. It means without looking at the variable’s leadership and communication, the sales performance increased by 0.843.

b. Leadership regression coefficient (KP) = 0.431 indicates the direction of the positive relationship (unidirectional) between the leadership variable and the sales performance of CV Angkasa Leather Jombang. Shows getting better Leadership applied by leaders in a company will improve sales performance. This happens with the assumption that the influence of the other variables is constant.

c. The communication regression coefficient (KM) = 0.388 indicates the direction of the positive relationship (unidirectional) between the communication variable and the sales performance of CV Angkasa Leather Jombang. Shows that the better communication that exists between superiors and subordinates or fellow co-workers, it will improve sales performance. This happens with the assumption that the influence of the other variables is constant.

5.5. Hypothesis testing 5.5.1. T test (partial)

The t-test is used to partially test the significance of the relationship between the X and Y variables or basically the t-test shows how far one independent variable individually explains the dependent variations. An independent variable affects the dependent variable if the significance value is <0.05. In this study the results of the partial test (t test) which can be interpreted as follows:

Table 8. Partial Test Results (t Test)

Model t Sig. Information

1

(Constant) 2,199 ,033

KP→KS 3,501 .001 Significant

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From Table 8 it can be seen that the results of hypothesis testing are as follows:

a. Testing Hypothesis 1: Leadership has a significant effect on Sales Performance of CV Angkasa Leather Jombang.

Based on the results of testing the research hypothesis in Table 17 above, the effect of KP on KS produces a positive Standardized Coefficient and a Sig-Value of 0.001. Because Sig-Value (0.001) < Sig.Tolerance (0.05) then Leadership has a significant effect on Sales Performance.

b. Testing Hypothesis 2: Communication has a significant effect on Sales Performance of CV Angkasa Leather Jombang.

Based on the results of testing the research hypothesis in Table 17 above, the effect of KM on KS produces a positive Standardized Coefficient and a Sig-Value of 0.002. Therefore, Sig-Value (0.002) < Sig.Tolerance (0.05) then Communication has a significant effect on Sales Performance.

5.5.2. F test(simultaneous)

According to Suliyanto (2011) the F test or simultaneous test is used to test the independent variables used to explain changes in the value of the dependent variable or not. Simultaneous hypothesis testing aims to measure the influence of leadership and communication as independent variables that are jointly able to influence sales performance as the dependent variable. To conclude the results of the F test, use the probability value or sig value.

If the probability value has a significance value < = 0.05, the model has a significant effect. In this study, the results of the F test can be interpreted as follows:

Table 9. Simultaneous Test Results (Test F)

Model Sum of Squares df Mean Square F Sig.

Regression 6.572 2 3,286 38,624 ,000b

Residual 3,573 42 ,085

Total 10,144 44

From Table 9 above shows that the sig value in the model feasibility test is 0.000 < 0.05, this can indicate that research on Leadership and Communication variables is simultaneously able to affect sales performance at CV ANGKASA LEATHER JOMBANG.

5.5.3. Coefficient of Determination Test

The coefficient of determination (R2) test is used to determine the close relationship between the independent variable and the dependent variable. The value of R2 lies between 0 to 1 (0 < R2 < 1). The smallest value of R2 means that the ability of the independent variables (Leadership and Communication) in carrying out variations in the dependent variable (sales performance) is very limited, and vice versa. A value close to one means that the independent variables provide almost all the information needed to predict the variation of the dependent variable. In this study, the results of the R2 (Coefficient of Determination) test can be interpreted as follows:

Table 10. Results of the Coefficient of Determination

Model R R Square Adjusted R Square Std. Error of the Estimate

,805a ,648 ,631 ,29167

Source: Processed primary data, 2022 a. Predictors: (Constant), KM, KP b. Dependent Variable: KS

From Table 10 it can be seen that the value of R Square (R²) is 0.648 or 64.8%, this means that leadership and communication are able to contribute 64.8% to sales performance, while the remaining 35.2% (obtained from 100% - 64.8% = 35.2%) is influenced by other variables that are not in this study.

6. Conclusion

Based on the results and discussions that have been described previously, the following conclusions can be drawn:

1. Leadership has a positive and significant effect on sales performance, meaning that the better leadership and implementation in CV Angkasa Leather Jombang will make sales performance increase, because employees

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feel that if they have good leaders and are in accordance with applicable rules in a company, they will make sales performance will increase. A good leader is a leader who not only focuses on company goals but also focuses on employee well-being

2. Communication has a positive and significant effect on sales performance, meaning that the better communication that is carried out from superiors to subordinates or between co-workers, the better sales performance at CV Angkasa Leather Jombang, because in a job it is expected that there is no miscommunication between one job and another.

3. Leadership and Communication together can have a significant effect on sales performance, meaning that leadership and communication are factors that affect sales performance. So, the leader of CV Angkasa Leather Jombang must maintain that sales performance always increases by applying good leadership and clear communication.

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