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Lahore University of Management Sciences
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This study aims to discover the impact of outcome based sales force control systems on the motiva... more This study aims to discover the impact of outcome based sales force control systems on the motivation and performance of sales people. Businesses strive for service efficiency, a customer relationship focus and most importantly growth in income. The case study focuses on one example of a control system used to meet these objectives in the form of account management introduced into the direct sales force of an Irish insurance company. It is also a means to performance manage employees and manage by objectives. But, there is a lack of empirical evidence to show how successful account management is in this context and its impact on employees’ motivation to achieve those objectives which this study provides. A quantitative research method is used to answer the research question by surveying a sample of the sales force using an online questionnaire. The data is analysed using descriptive and inferential statistics to summarise the findings. The study finds that goals set for employees wi...
This study aims to discover the impact of outcome based sales force control systems on the motiva... more This study aims to discover the impact of outcome based sales force control systems on the motivation and performance of sales people. Businesses strive for service efficiency, a customer relationship focus and most importantly growth in income. The case study focuses on one example of a control system used to meet these objectives in the form of account management introduced into the direct sales force of an Irish insurance company. It is also a means to performance manage employees and manage by objectives. But, there is a lack of empirical evidence to show how successful account management is in this context and its impact on employees’ motivation to achieve those objectives which this study provides. A quantitative research method is used to answer the research question by surveying a sample of the sales force using an online questionnaire. The data is analysed using descriptive and inferential statistics to summarise the findings. The study finds that goals set for employees wi...