discussion 2 What motivates people
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OL-1252-3interactivediscussionscenario.docxOL-125
Module Two
Welcome
You’re in the Manager’s Seat
What Motivates People?
In the Module One overview, we looked at a situation in which Jane discovered that Larry, her co-manager, created and implemented a bonus plan that appeared to be custom-made for two employees, but almost impossible to achieve for just about everyone else.
Bonus Plan
In looking at the plan, Jane noticed that it necessitated that sales team members already have established contacts in the field, existing customers whose orders, were typically at a high level, and the experience and savvy to coax more sales from those customers.
Inexperienced Reps
Since most of the sales force was relatively new, they lacked the existing customer base or sales expertise to quality for this bonus.
Larry’s Office
Jane mentioned this to Larry, who defended the plan by saying that he realized that almost no salespeople would qualify for the bonus right away, but he felt it was a strong motivator and that the newer folks would strive toward achieving the bonus over the next couple of years.
In the meantime, he figured those not meeting the bonus could watch Samuel and James’s interaction with their customers and hopefully learn from them.
Discussion: What Motivates People?
In thinking about Larry’s bonus plan, who does the plan appear to motivate? What about those who are not able to make the bonus anytime soon; does this motivate them in any way? Could there be a better way to design a bonus plan?
OL
-
125
Module Two
Welcome
You’re in the Manager’s Seat
What Motivates People?
In the Module One overview, we looked at a situation in which Jane discovered that Larry, her co
-
manager, created
and implemented a bonus plan that appeared to be custom
-
made for two employees,
but almost impossible to achieve for just about everyone else.
Bonus Plan
In looking at the plan, Jane noticed that it necessitated that sales team members already have
establ
ished contacts in the field, existing customers whose orders
,
were
typically at a high level, and the
experience and savvy to coax more sales from those customers.
Inexperienced Reps
Since most of the sales force was relatively new, they lacked the existi
ng customer base or sales
expertise to quality for this bonus.
OL-125
Module Two
Welcome
You’re in the Manager’s Seat
What Motivates People?
In the Module One overview, we looked at a situation in which Jane discovered that Larry, her co-
manager, created and implemented a bonus plan that appeared to be custom-made for two employees,
but almost impossible to achieve for just about everyone else.
Bonus Plan
In looking at the plan, Jane noticed that it necessitated that sales team members already have
established contacts in the field, existing customers whose orders, were typically at a high level, and the
experience and savvy to coax more sales from those customers.
Inexperienced Reps
Since most of the sales force was relatively new, they lacked the existing customer base or sales
expertise to quality for this bonus.
