The Internal Hire (Scenario)
Wael is a new sales manager for The Nile Group, a healthcare finance consulting firm. Wael was hired from within the firm and he is now supervising many of the people he had formerly worked with, including two friends with whom he competed for his new job. Thus, Wael is especially aware of potential problems stemming from the performance evaluation process and is conducting lengthy research on the advantages and disadvantages of the various methods.
-Six months into Wael's tenure as regional sales manager, he hosts his first regional sales meeting. During the course of the meeting, Wael meets individually with his employees and shows them a chart of their sales numbers for each month compared to their budgeted quota for the year to date. Additionally, Wael and each employee set mutually agreed- upon, off- budget goals for the remaining six months of the fiscal year. This is most representative of what performance evaluation method?

Question

Quizplus · Accepted Answer

The method described is most representative of Management by Objectives (MBO) which involves setting mutually agreed-upon goals and reviewing progress towards those goals. The chart comparing sales numbers to budgeted quotas also suggests a focus on results and performance, further supporting MBO as the correct answer. The other methods listed (360- degree feedback, multiperson comparisons, critical incident) do not involve goal-setting or comparing performance to specific targets, making them less applicable to this scenario.