Voyles, Bennett
May 2006
Corporate Meetings & Incentives;May2006, Vol. 25 Issue 5, p12
Trade Publication
The article focuses on the strategies to be followed by companies for the motivation of their midrange performers. Structuring a program to motivate the mid-level performers is partially art, and partially science. According to Michelle Smith, vice president of business development for OC Tanner Co., keeping goals manageable is important. Most traditional programs focus on top performers' production, but in any given year, there may be a greater number of smaller improvements in the midtier. Rather than looking at group performance, a contest targeted toward the middle performers should focus on people exceeding their personal targets. INSET: Merchandise for the Middle.


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