What Kind of Feedback Design is Best for the Next Generation of Salespeople?

May 19, 2022 | 12:00 PM - 1:00 PM Eastern US Time | Webcast

A critical issue in sales performance management is how to best use performance feedback. Important for directing salesperson behavior, performance feedback also profoundly impacts salesperson motivation. Generation Z's arrival in the salesforce heralds a new wave of younger salespeople, with distinct characteristics, values, and preferences related to how they respond to performance feedback. Exploring these preferences and their responses to feedback is the topic of
this webcast, featuring the award-winning research efforts of three university academics. Using behavioral economic theory, their work tests how different feedback designs affect younger generations' voluntary effort deployment and performance, based on real
effort sales tasks assigned in an experimental setting.

Their work includes fascinating findings relevant to sales management. Among them: younger salespeople are likely more responsive to the feedback that features comparisons with their peers. And younger workers are more likely to expend extra effort if, when
assigned a task, its explanation and desired outcome cannot be communicated at the same time.

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