Final answer:
Mid-states Medical Systems may use financial incentives, such as piece-rate systems, and recognition programs to motivate salespeople. These incentives are designed to increase productivity, but modifications to these incentives can significantly alter sales staff behavior and focus. Studies on incentive systems help to understand their impact on employee performance.
Step-by-step explanation:
Mid-states Medical Systems likely employs recognition and incentive programs to motivate its salespeople by utilizing a variety of motivators that could range from financial bonuses to acknowledgment in company meetings. An example of a financial motivator can be seen in a piece-rate system, where salespeople might be compensated with a fixed rate for each sale they make. While piece-rate systems are a subject of wide debate, they can be effective by offering clear and direct incentives for increased productivity. Recognition programs might include employee of the month awards or public appreciation for meeting and exceeding targets.
Additionally, studies on loan officer effectiveness under piece-rate systems can shed light on the potential impact these incentives could have on employee performance. If salespeople are influenced by the prospects of making more money per sale, their productivity may increase. However, the quality of work and customer service might be affected if the system only rewards quantity over quality. Employers often balance these considerations to design an incentive program that aligns company goals with employee motivation.
Changing the incentives could result in a shift in employee behavior. For example, if the piece-rate system were removed and replaced with team-based incentives or non-monetary rewards such as additional time-off, salespeople might prioritize collaborative work and customer service over individual sales numbers. This underlines how incentives shape choices and actions in the workplace.