MOTIVATING TO WIN

Eagle Pharmaceutical has long been recognized for its innovative techniques for motivating its salesforce. It features the salesperson who has been the most successful during the previous quarter in the company newsletter, "Touchdown." The salesperson also receives a football jersey, a plaque, and $1,000 worth of Eagle stock. Eagle's "Superbowl Club" is for employees who reach or exceed their sales goal, and a "Heisman Award," which includes a trip to the Caribbean, is given annually to the top 20 salespeople in terms of goal achievement.

Eagle employs a video conference hook-up between the honored salesperson and four regional sales managers to capture some of the successful tactics and strategies the winning salesperson uses to succeed. The managers summarize these ideas and pass them along to the salespeople they manage. Sales managers feel strongly that programs such as this are important and that, by sharing strategies and tactics with one another, they can be a successful team.

1			Discussion Questions Which motivational theories are in use at Eagle?
2			What is the value of getting employees to compete against a goal instead of against one another?
3			Put yourself in the shoes of one of the four regional sales managers and argue against potential cutbacks to the motivational program.