Performance Management Approach at Show Me the Money

Performance Management Approach at Show Me the Money

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Performance Management Approach at Show Me the Money

Show Me the Money should use both results and behaviors of employees when measuring their performance. Sales should be the main measure of the performance of account executives in the results approach. In addition, the company should use the relationship that the account executives have developed in the industry as another measure of their performance as the main behavior approach of measuring their performance (Aguinis, 2019). This is because the account executives are tasked with the responsibility of performing client needs analysis to ensure the major services market product meet the expectations and requirements of the client. Therefore, developing relationships in the industry would make it easy for them to determine whether the products offered by the company meet the requirements and expectations of the client (Aguinis, 2019). In addition, account executives make calls to clients directly. This makes it difficult for the managers to directly monitor the behavior of the account executives. Therefore, Show Me the Money should use the sales of the account executives as a measure of whether they are engaging the right behaviors. Use of both behavior and results approach should be major performance management approach that Show Me the Money should use.

Behavior approach to measuring the performance is most appropriate when

The link between and results is not obvious

Outcomes occur in the distant future

Poor results are due to causes beyond the former’s control

Results approach to measuring the performance is most appropriate when

Workers are skilled in the necessary behaviors

Behaviors and results are obviously related

Results show consistent improvement over time

There are many ways to do the right job

Reference

Aguinis, H. (2019). Performance Management for Dummies. Hoboken, NJ: John Wiley & Sons.