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Management On The Line:
Selling & Sales Management In Action

Management Practices Survey

The Management Practices Survey (MPS) is a diagnostic instrument that enables managers to determine how their management practices are influencing the performance, motivation and career satisfaction of those who report to them. The MPS assists managers to assess the extent to which their subordinates function as an effective work unit in carrying out their organization's strategic and operating plans. The MPS enables managers to pinpoint the actions they can take to increase their effectiveness and to ensure that their subordinates:

have a clear understanding of what they are expected to achieve and how their objectives relate to the organization's goals;

are not hampered by unnecessary obstacles and have the authority and resources needed to achieve their objectives;

work well as a team; 

are given feedback on how well they are doing and what they can to do increase their effectiveness;

receive rewards and recognition in accordance with their performance; and

have a strong sense of responsibility for results.

The MPS also enables managers to determine how organizational structures, policies and procedures are influencing the performance of the work units they supervise. An analysis of survey results reveals the major problems that need to be resolved in order to increase organizational effectiveness.

The MPS questionnaire contains 48 items that assess practices within six dimensions of management effectiveness. The six dimensions are: Performance Expectations, Effective Authority, Teamwork, Performance Evaluation, Rewards and Recognition, and Responsibility for Results. Each dimension includes eight questions.

Each question can receive a score of 0, 1, 2, or 3. A 3.0 is the best score one can receive and a 0.0 is the lowest-this is true whether the question is positively or negatively worded. A score of 2.0 or higher indicates that more subordinates are positive than negative about their manager's practices for that question.

There are eight questions per dimension, so a score of 16.0 or higher per dimension indicates that more subordinates are positive than negative about their manager's practices for that dimension.

The correlation between MPS scores and performance is extremely high, as measured by senior management assessments of profitability, sales growth and organizational effectiveness. When a manager develops plans to improve MPS scores, performance also is improved.

Introduction

The
Environment

Management
Practices
Survey

The Process

Follow-Up

Year 2 Data

Year 3 Data

Summary

 

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