MOTIVATION AND PERFORMANCE MANAGEMENT

Target Audiences

Field salespeople, sales managers, management

Course Length

6.5 hours

Overview

Being a manager is challenging, especially if you must deal with employee performance issues. Poor performance from one employee can affect productivity and morale if not handled properly. Managed carefully and sensitively, employees will grow and continue to contribute to your organization over the life of their career. Although improving employee performance can be difficult, it benefits both you and your employee. Remember, as your employees grow and improve, so does the bottom-line.

Knowledge and Skills

In this workshop participants will be exposed to such topics as:

• What is motivation
• Motivational theories
• Managing performance
• Setting goals and monitoring achievement
• Effective performance evaluations
• Working with Generation X

Course Outline

• What is motivation?
• Understanding and applying motivational theory
• The Pygmalion effect
• Behavioral modification
• Herzberg’s satisfiers and dissatisfiers
• Mastering motivation
• Managing performance
• Orientation
• Setting goals and monitoring achievement
• Establish goals
• Develop a plan
• Monitor performance
• Provide feedback and modify behavior
• Evaluate results
• Managing performance for veteran employees
• Working with generation x employees
• Action plan