“ How would Grant read these numbers?” asked Harold.“ Probably like this:‘ We weren’ t hard enough on Hamilton when he came up short at 24 sales last week, and it shows in the miserable 19 that he turned in this week. Jackson, on the other hand, really responded to the chewing out we gave him. He’ s the star of the week at 27. Franklin is a disappointment at 22. He must have spent the bonus from Week One on beer.’”
They did a third repetition of the experiment.( Figure 3.)
“ Grant is ready with his evaluation at the end of week three,” continued Harold.
“ This just shows what Hamilton can accomplish when he puts his mind to it,” says Grant.“ We spent a lot of time with him after the abysmal 19 sales he made last week, and it really paid off. We shouldn’ t have neglected Jackson, as we can see that the lack of nagging resulted in his dropping down to 22 units. Franklin apparently is getting the idea— at least he is over 50 percent.”
Once again, they recycled the marbles and created a new chart.
“ Grant is disappointed with week four,” said Harold.“‘ Hamilton and Franklin are both a problem at 21,’ says Grant,‘ which is only 84 percent of the 25 that they should be getting based on 50 percent white marbles.’”( Figure 4.)
Harold charted the final repetition.( Figure 5.)“ Grant is ready to crow now,” said Harold.“‘ Thanks to my tireless sales management,’ gloats Grant,‘ Hamilton set a new company record at 33 sales in one week, Jackson is at least at 50 percent and Franklin is over 50 percent. Based on these