A Performance Improvement Proposal for the Kniving Company and Identification of the Cause and Remedy for Its Problems Essay

The Kniving company, which specializes in office applications for individuals and small companies has been reporting low sales numbers throughout its short existence. These numbers are in spite of the fact that all of the products have done well in product testing and those surveyed indicated that they would likely purchase the product given the price and other factors. Kniving does not understand why they are experiencing such low sales numbers as the sales force is made up of qualified and experienced salesmen. As per the request of the Kniving organization, the following paragraphs will detail a performance improvement proposal that seeks to identify the cause and remedy the problem so Kniving will be on a path to unimagined success. Preliminary EvaluationBefore anything tangible occurs, there must be a thorough evaluation. It is important that the upper level executives and decision makers meet with the performance consultant to discuss company goals, both long term and short term. (Waller, 1999) The mission statement and values will also be analyzed as well. This should give a fairly basic background of the company and its overall direction. These goals will also come to define what success will be measured by in the future. The performance consultant will seek not only to help the sales department improve their sales, but also achieve company goals and support the overall mission of the organization while doing so. (Gerson and Gerson, 2006) Next, the sales department should be evaluated. First the structures and values will be examined, such as the performance metrics, management style, rewards, and communication system. This preliminary evaluation may begin to highlight certain problems. (Gerson and Gerson, 2006) For instance, if there are no rewards for achieving sales, this may indicate a problem of motivation and could be part of the reason for the low sales numbers. Similarly, if the communication infrastructure is regularly failing, a large part of the problem may be as simple as implementing a new...

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