Motivating to Win Eagle Pharmaceutical has long been recognized for its innovati

Question

Motivating to Win Eagle Pharmaceutical has long been recognized for its innovative techniques for motivating its sales force. It features the salesperson who has been the most successful during the previous quarter in the company newsletter. "Touchdown." The salesperson also receives a football jersey, a plaque, and $1,000 worth of Eagle stock Eagle's "Superbowl club" is for employees who reach or exceed their sales goal, and a "Heisman Award," which includes a trip to the Caribbean, is given annually to the top 20 salespeople in terms of goal achievement. Eagle employs a video conference hookup between the honored salesperson and four regional sales manages to capture some of the successful tactics and strategies the winning salesperson uses to succeed. The managers summarize these ideas and pass them along to the salespeople they manage. Sales managers feel strongly that programs such as this are important and that, by sharing strategies and tactics with one another, they can be a successful team. Discussion Questions Which motivational theories are in use at Eagle? What is the value of getting employees to compete against a goal instead of against one another? Put yourself in the shoes of the four regional sales managers and argue against potential cutbacks to the motivational program.

Explanation / Answer

1. Eagle uses the encourage and reward theory to motivate its salesforce. For example, It features the salesperson who has been the most successful during the previous quarter in the company newslette, give the salesperson a football jersey, a plaque, and $1,000 worth of Eagle stock, and create a "Superbowl Club" for employees who reach or exceed their sales goal and use the "Heisman Award,"which includes a trip to the Caribbean to reward the top 20 salespeople in terms of goal achievement. This way can make the employees have agoal to be look forward in order that the employees have more power to work and work actively.

2. Competing against a goal instead of against one another is good for the employee's teamwork and work because it will be impossible for employees to help each other when they compete against one another and they will not share their own successful tactics and strategies, but competition against a goal will make employees help each other and they will share their own successful tactics and strategies for achieving the goal as soon as possible. And competition against a goal can make every employee has chance to get award and be succeed. So competition against a goal will good for employee's teamwork and work.

3. Sharing the successful tactics and strategies with one another that will be potential cutback to the motivation program because maybe it make some employee not try to use their own way to work and they will wait for the other person's successful tactics and strategies. So that successful tactics and strategies will be less and less if more and more do that. So we should give a extra award to the person who produce their own successful tactics and strategies

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