outstanding results, my skills as a sales manager are clearly documented. This would be a good time to chart the results( Figure 6), revise my résumé to reflect my success as a manager and submit it to other companies.’”
Harold grinned at Jim.“ So Jim, here we sit with results that came from your dipping paddles into a pan of marbles, but we see exactly the same kind of differences in sales numbers that Bigglie uses to assign rewards and punishments every month. If we can’ t use these numbers to tell that the‘ Hamilton’ paddle somehow is more talented or harder working than the other two paddles, why do we use similar numbers to reward and punish real-life salespeople?” asked Harold.“ Yet on a commission basis, Hamilton is paid more, but doesn’ t know why or how to continue his success. Franklin and Jackson get less than Hamilton, but, compared to Hamilton, have they done any more