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Face-to-Face Leadership—Inner-Driven Motivation
Inner-Driven Motivation versus Material Incentive
Aiweek, a mid-sized computer company, entered a new stage of development fueled by cut-throat competition. With increasing saturation of market and intensity of competition, Aiweek’s business growth ground to a halt. Jeffrey, marketing director of Aiweek, was advised that the enthusiasm of sales teams could be greatly improved and salespeople must be motivated to approach and develop more clients. He decided to adopt and implement MBO (managing by objectives) as a solution to the improvement of salespeople’s performance.
Jeffrey set the goal of sales growth at 200% for the new financial year and distributed the sales growth goal to every sales ...
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