Are there other HR issues promotion, discipline, retention, recognition that influence staff behaviour which the firm could consider?
In the light of the consultants report, the firm decides that its approach to salary is too heavily geared towards personal sales volumes. It thinks that its current approach may increase the risks of mis-selling and is not consistent with the quality image it is trying to promote. This view was supported by staff feedback in which staff said they felt pressurised to achieve targets. The consultants are asked to design a new reward strategy that reflects a more balanced use of targets and one which gives greater emphasis to quality of sales, client retention and repeat sales the firm thinks that encouraging these behaviours will aid its standing in the market. As part of their work, the consultants are also asked to help design success measures for the reward strategy.
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