To deal with poor performance in sales penetration a US bank initiated employee product education and a new employee incentive programme to no avail. In desperation the CEO decided upon a different strategy. He analysed the sales penetration results and sent hand-written, personalised thank-you notes to each strong sales performer. To not so strong performers he sent an e-mail comparing their results to those of top performers. In the next quarter’s review results had improved so he repeated ...

BPIR Categories

9.5.1 Develop performance management approach
9.5.2 Manage team performance
14.1.1 Design & deploy performance measurement system

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