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» Products & Services » » Human Resources » Work Environment and Culture » Flexible Workforce Management » Flexible Workforce Management

Part-time/ Flexible Workforce Performance Measurement and Reward Programs

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ID: 3481

Features:

Words: 1,313

Published: Pre-2019

Delivery Format: Online

 

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  • STUDY OVERVIEW
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Develop a performance measurement system adjusted to reflect the differences
between full-time and flex employees.
Since Snyder Communications has several types of sales forces, including those
comprised of both full-time and flex reps, sales managers have devised
innovative ways to measure the relative contributions of these two sets of
reps. Snyder’s contracts with clients often include complex performance
measurements for a specific sales force, such as change in market share. This
type of team-based quantitative measure shares performance success among the
entire sales force, whether reps are flex or full-time.

In addition to traditional performance measures for sales reps such as sales
volume, Snyder tracks measures that are applicable to both flex and full-time
reps, such as sales calls per hour. Through research on the activities of past
sales forces, Snyder has determined which physicians should be called upon and
the ideal frequency with which reps should visit them in order to reach a given
sales target ...

Industries Profiled:
Professional Services; Telecommunications; Retail; Manufacturing; Pharmaceutical; Newspapers; Publishing; High Tech; Financial Services


Companies Profiled:
Snyder Communications; Sanofi-aventis; Professional Detailing Inc. (PDI); Lucent Technologies; GE Capital; Lands' End

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