Impact of human capital on sales performance. A case study in the new normality

Abstract

The impact of human capital on performance has been widely accepted in academia; However, with the arrival of the covid-19 pandemic, altering the existing status quo, new approaches are necessary to confirm or refute what was previously establis-hed with hard data. Thus, this research aims to de-termine with hard data the impact of human capital on sales performance in the new normality. In Sep-tember 2021, a survey was conducted of 82 wor-kers from a large company in southern Tamaulipas and multiple linear regression confirmed the impact of human capital through experience and formal education on sales performance. The main contribution of the present work is that it leaves a mark on this line of knowledge in the context of the new normality, in addition, it can serve as a reference for new personnel hiring in current times.