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:

Question

Quizplus · Accepted Answer

It is important to consider whether the sales reps believe that the reward is attainable. If it seems unattainable, it may not motivate them to strive for it. It is also important to consider other factors such as the sales reps' preferences and the competitiveness of the payout threshold, but these are not as important as ensuring that the reward is perceived as attainable. Option A is not recommended because setting the payout threshold too high may demotivate the sales reps. Option B may be considered, but it is not the most important factor to consider. Option C is not true, as monetary rewards can be motivational for some individuals.

Brett Manages a Sales Force That Sells Laboratory Supplies to Companies