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Sales Manager at NL&C Motivation Plan

The Sales Manager at NL&C has come to see you, to discuss lagging performance amongst her sales team. The manager has set goals for them, but many are not achieving the targets. She feels the base salary she is offering the sales staff is not motivating them to perform. She asks for your advice and assistance.

After reviewing information associated with compensation and pay plans, develop some ideas to share with the Sales Manager.

Objective: Discuss the concepts and processes of recruitment, selection, training, and development

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The Sales Manager at NL&C has come to see you, to discuss lagging performance amongst her sales team. The manager has set goals for them, but many are not achieving the targets. She feels the base salary she is offering the sales staff is not motivating them to perform. She asks for your advice and assistance.

After reviewing information associated with compensation and pay plans, develop some ideas to share with the Sales Manager.

Objective: Discuss the concepts and processes of recruitment, selection, training, and development
The first thing that the Sales Manager at NL&C must take into consideration is the recruitment and selection process for new sales at NL&C. As many of her sales team cannot achieve the sales target by the manager means that many lack of the sales skills and sales attitude to achieve the target. Therefore, it is advisable that the sales manager should come up with the specific requirements from salesperson in the job posting such as sales and result driven with great marketing skills and proven ability to initiate and close sales opportunities. The sales manager could also join the human resource department during the final selection of the salesperson to test the sales skills, problem solving, etc.

Second, the Sales Manager has to reconsider the current financial rewards recently paid to the salesperson. She also has to conduct the comparison between the company's compensation and competitors in order to see if the company has underpaid the employees. If the company pays less, the company has to increase the financial rewards for productive and excellent performers, other incentives such as prizes for most productive performer, vacations, promotions etc. This will create an enthusiasm among the salesperson to perform more productively, ...

Solution Summary

This solution discusses the recruitment and selection process for new sales associates, the performance appraisal and rewards system, and combatting employee turnover along with continuous improvement as part of the training program the sales manager must implement.

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