Brett manages a sales force that sells laboratory supplies to companies and university science labs. he wants to implement a reward program for high performance. any rep whose territory bills over $500,000 in sales will win a trip for two to a caribbean island. last year the high billing territory made $400,000 in sales. as his outside consultant on the rewards program project, you suggest that he ask around to make certain that this is something the reps would enjoy. your other advice is:

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Business

Gaige Estrada

9 October, 09:56

Brett manages a sales force that sells laboratory supplies to companies and university science labs. he wants to implement a reward program for high performance. any rep whose territory bills over $500,000 in sales will win a trip for two to a caribbean island. last year the high billing territory made $400,000 in sales. as his outside consultant on the rewards program project, you suggest that he ask around to make certain that this is something the reps would enjoy. your other advice is:

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Schmitt · Answer 1

He should ask his sales reps if they believe they can surpass the $500,000 threshold. I doubt their response will be positive.

Explanation:

The sales target is too high. If last year your best sales rep was only able to sell $400,000 in his/her territory, how do you expect him/her and the rest of the sales reps to meet the $500,000 threshold.

If the expectation is set too high, it will be seen as unachievable and wouldn't make any positive effect, it might even cause some negative effects on his employees.