Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team
-The sales managers and director of sales need to evaluate sales production levels. The company's policy has been to compare each sales representative's sales to their sales the previous year. Which of the following is the strongest argument for changing this method of evaluation?

Question

Quizplus · Accepted Answer

Changes in products or prices can have a significant impact on sales amounts, making it difficult to compare sales from year to year. Evaluating sales based solely on the previous year's sales is not an accurate measure of a sales representative's performance, as factors beyond their control can have a significant impact on their sales numbers. A more effective evaluation method would take into account these external factors and evaluate sales representatives based on their performance relative to their peers or based on their ability to meet or surpass specific sales goals.

Aspen Stewart Is One of Five Sales Managers at a Sports