The Impact of Wellbeing Initiatives on Performance Management in Sales and Professional Services

Ojo, Michael (2025) The Impact of Wellbeing Initiatives on Performance Management in Sales and Professional Services. Masters thesis, Dublin, National College of Ireland.

Preview

PDF (Master of Business) Download (929kB) | Preview

Abstract

In professional services and sales organisations, where performance metrics and client demands are prioritised, the integration of employee wellbeing initiatives presents a strategic puzzle. While wellbeing is increasingly recognised as a key driver of employee retention and engagement, its alignment with high performance expectations remains vague in available studies and literature. This study investigates the impact of wellbeing initiatives on performance management practices in high pressure, target driven sales and professional services environments. It addresses the central tension between fostering employee wellbeing and sustaining results driven cultures, while exploring the effects of leadership adaptation and cultural change. Key findings indicate that well integrated wellbeing initiatives can enhance engagement and reduce turnover but may also trigger resistance, if perceived as tokenistic or misaligned with business goals. Leaders who adopt collaborative and adaptive approaches are better positioned to effectively integrate wellbeing within performance cultures. A convergent mixed-methods approach was employed, combining survey data from 52 managers across organisations in the UK, Ireland, and the Nordics, with qualitative case studies and secondary research. The Competing Values Framework and collaborative leadership theory were used to analyse and interpret findings. This research compliments organisational culture and leadership literature by framing wellbeing as a moderating influence within the Competing Values Framework. It offers sales and professional services managers a practical model for aligning wellbeing and high-performance objectives, showing that authentic integration supported by collaborative leadership can enhance both organisational results and workforce resilience. The findings provide actionable guidance for executives seeking to sustain competitive advantage, while addressing the evolving values and expectations of employees. This research introduces original insights into how wellbeing can be strategically and authentically embedded within performance driven professional services and sales environments, providing value for both academic inquiry and executive practice.

Item Type:	Thesis (Masters)
Supervisors:	Name Email Fitzgerald, Maurice UNSPECIFIED
Subjects:	H Social Sciences > Economics > Business H Social Sciences > HD Industries. Land use. Labor > Issues of Labour and Work > Health and Safety at Work. H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Human Resource Management > Performance Management
Divisions:	School of Business (- 2025) > Master of Business Administration
Depositing User:	Tamara Malone
Date Deposited:	12 Jan 2026 19:26
Last Modified:	12 Jan 2026 19:26
URI:	https://norma.ncirl.ie/id/eprint/9102

Actions (login required)

View Item