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lagging performance

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The Sales Manager at tumblewood 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.

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

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The Sales Manager at tumblewood 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.

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In order to motivate the employees, apart from making the base salary more attractive, there are variety of methods which could be considered.

One such method is introducing incentives and bonus system along with the pay to all those employees who achieve desired sales targets. This will induce and motivate the employees to enhance their performance in order to earn the incentives and bonuses along with the base salary. However, care should be taken with respect to setting the targets and goals. The goals should be carefull established in the sense that they should not be ...

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Sandeep Bardia, MBA
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  • BCom, SGTB Khalsa College, University of Delhi
  • MBA, Rochester Institute of Technology
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