Happiness at work and sales performance: evidence from sales representatives

Purpose This study aims to examine the relationship between multidimensional happiness at work and sales representatives’ performance in an insurance brokerage. It analyses the associations between engagement, job satisfaction and affective commitment, while testing the mediating role of motivation in linking these affective experiences to behavioural outcomes. Design/methodology/approach A quantitative correlational design was adopted. Data were collected via validated self-report instruments from sales representatives of a specific insurance brokerage. The research design focused on assessing multidimensional performance and affective states. Data analysis included exploratory factor analysis to ensure internal consistency and mediation modelling to test the associations between happiness dimensions and the underlying motivational mechanisms. Findings Happiness at work is significantly associated with performance, though its dimensions exhibit different patterns. While work engagement shows a strong positive association with performance, job satisfaction exhibits a negative association with performance in this commercial context. Motivation partially mediates the link, confirming that happiness is associated with performance through the reinforcing intrinsic drive. Research limitations/implications The cross-sectional case study design and the reliance on single-source, self-reported measures limit causal inferences. Nevertheless, the study proposes an evidence-based framework for assessing the happiness-performance link in commercial settings, emphasising the need for future longitudinal research and multi-source data to strengthen empirical findings. Practical implications Human resource managers should move beyond generic well-being programs. Findings suggest that performance is linked to the prioritisation work engagement and intrinsic motivation. Managers must balance employee satisfaction with targeted practices like autonomy and recognition to ensure that contentment does not correlate with stagnation in sales targets. Originality/value The study offers novel evidence on the nuanced roles of different happiness dimensions and the mediating mechanism of motivation in sales performance. It extends organisational behaviour literature by demonstrating that not all well-being components relate to performance equally in competitive commercial environments.