Creating A Custom Motivation Program Or Purchase One...

Group One – Forum One Sharon Acree, Luke Bozeman, Brian Fuller, Jacquelyn Layman, Tim Rossman, and John Stover. Liberty University Group One – Forum One 1.5 - A sales force manager needs to have information in order to decide whether to create a custom motivation program or purchase one offered by a consulting ï ¬ rm. What are the dilemmas the manager faces in selecting either of these alternatives? The dilemmas facing the aforementioned manager abound. Are there resources available for an in-house proprietary motivation program? Could such a program, if developed and implemented properly, provide the business with an overall strategy advantage over the competitors in the market? If the resources are available and an overall strategic advantage is a desire, the manager may opt for a custom created program. However, a company with lacking or strained resources may seek out a consulting company to provide expertise needed to give a company a competitive edge. Managers seeking to enlist the help of a third party have many questions to ask. Does the consulting company have similar success with other companies in like situations? How in-depth and knowledgeable is the consulting staff in the exact business niche as the manager’s employer? Success in other fields of business does not automatically carry over and tactics that may have worked in a field such as manufacturing may not prove successful research methods in the retail industry. 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