|
Year 2 Data
Did it make a difference? If one is to
compare the Year 1 and Year 2 MPS results the answer is a very clear
"yes." The comparison scores for Year 1 and Year 2, shown in
Table 1, indicate that management actively addressed the concerns of
the sales staff.
The group average scores for Year 2
were much higher, reflecting a more satisfied and productive sales
force. All six of the survey dimensions showed significant increases.
Only three of the forty-eight items on
the survey did not increase. The dimensions which showed the greatest
increase were; Rewards and Recognition, Teamwork and Effective
Authority, indicating that senior management had been successful in
creating an environment which encouraged and enabled subordinates to
utilize their capabilities and to feel part of an effective team. This
was substantiated by the comments of both the sales managers and the
sales representatives to the consultants.
When viewed in relation to the Year 1
scores, it is apparent that not only was there great improvement, but
that the improvement was in areas (Teamwork, Effective Authority,
Rewards and Recognition) which led to a better motivated and more
productive sales force. A strong and unambiguous message was sent that
management was concerned and willing to address the issues facing the
division.
Did the improvement in survey scores
make any difference in the bottom line? Did sales improve? Again, if
one compares the data, the answer is a very clear "yes."
Sales improved on a year to year basis. While the MPS cannot assume
all of the credit, it was felt by everyone involved that it
contributed to the improvement.
|
