Done-Deal Paper

Q2.

Ans. No doubt, putting sales representatives in teams increased their performance but it

decreased their satisfaction towards team-based incentive reward program because in this there

were some representatives who work hard and other who were free riding were gaining benefit

from others hard work. So there is need to have some changes in their incentive program. They

should let employees work in teams but reward them according to individual performance “Pay

for Performance” along with adapting behavioral control system where every representative is

responsible for their behavior. In this system, they can monitor the behavior of every individual

at each stage of the selling process. This will help them to track performance of individual

representatives. There is significant monitoring of sales representatives in involved along with

high levels of managerial direction. This method is related with more compound as well as

subjective evaluation of performance in which they can see what each representative has brought

to the selling process of the team along with their activities like how many number of calls they

did, and what were their sales strategies. By implementing this type of incentive program, sales

manager can very easily direct representatives to perform their specific activities in addition they

can direct them to chase more long term goals.