case

· Fairness

· Be more transparent with managerial decisions

· Enforce managers to follow the company policy of not changing quotas after they are given?

· It is not fair for Susan that the people above her do not even have relevant sales experience for their roles. (maybe mention switching roles between susan and bob? Or letting bob go b/c of the lack of experience)

Part 2: Solutions

In practice, the critical solutions to the issues in the case study include implementing company laws that will ensure that it does not change employees’ quotas after they have been quoted and being more transparent. It is paramount for organizations to be transparent in all its operations and activities with its employees because it determines how they perceive the company. Notably, transparent firms will always have reduced employee turnovers, and their retention rates will be high since they trust them. From the case study, it is evident that Susan's business deal attracted attention from many people especially from the management and it could have adversely affected her positive attitude. Transparency was an essential element because it could have motivated Susan to pursue more business deals in the future, which could have increased the Company's sales volumes. Moreover, transparency would have ensured that Susan’s perceptions about her company were positive because all the deals were handled in a precise manner with proper feedback. It could have offered her opportunities to progress in her career.

On the other hand, Susan’s company should implement laws that ensure that quotas are not changed once they are agreed upon between the management and the employee. It is evident that her firm changed her quotas continuously especially after she had surpassed her targets. Such actions can demotivate employees and make them have negative attitudes towards their employers. Hence, appropriate legislation should be developed and introduced to curb these incidences of changing quotas after an employee has largely surpassed his or her targets. Furthermore, changing of quotas made Susan lose her commissions, which was not fair; because she worked extraordinarily hard to ensure that, she met her targets.

Most importantly, the establishment of such laws will change the attitudes of the employees towards their organizations, which will make them increase their productivity. The organizations will also enhance their sales volumes because their employees are motivated and have positive perceptions towards their employers. Changing quotas also shows that Susan’s company is not transparent since such agreements are made before a particular financial year. Therefore, the quotas should remain the same without any amendments regardless of the amount that an employee would earn as commissions. When these laws are implemented, the employees will be guaranteed of their commissions especially after they have surpassed their targets. Hence, they will be motivated to make more sales without worrying that their quotas would be changed.

Solutions: Maybe 2 pages

· Fairness

· Be more transparent with managerial decisions

· Enforce managers to follow the company policy of not changing quotas after they are given?

· It is not fair for Susan that the people above her do not even have relevant sales experience for their roles. (maybe mention switching roles between susan and bob? Or letting bob go b/c of the lack of experience)