# Performance Management & Motivation in Auto Sales
> Explore strategic HR frameworks like MBO and Herzberg’s theory applied to automobile sales, featuring appraisal grids and commission-based reward systems.

Tags: performance-management, mbo, employee-motivation, hr-strategy, sales-management, car-dealership, reward-systems
## Slide 1: Performance Management & Motivation
- Introduction to Management by Objectives (MBO), Motivation Theories, and Reward Systems within the Strategic HR Series (2024 Update).

## Slide 2: Management by Objectives (MBO)
- Aligning individual performance with the strategic goals of Ark Automobile.
- Key targets: 15% Sales Increase and a 4.8 Google Rating.
- MBO Process: Set Organizational Objectives → Cascading Objectives → Monitoring Progress → Performance Evaluation → Reward & Feedback.

## Slide 3: Herzberg’s Two-Factor Theory
- **Hygiene Factors (Maintenance):** Showroom environment, CRM system reliability, and base salary structure.
- **Motivators (Growth):** Recognition & awards, sense of achievement, and role autonomy.
- Live Application: Ark 'Broker of the Month' program.

## Slide 4: Reward System Policy
- **Fixed Base Salary:** Guaranteed core income for financial stability.
- **Variable Commission:** Performance-linked incentives for sales volume.
- **Quality Bonus:** Earnings tied to customer satisfaction scores.
- **Non-monetary Rewards:** Recognition, career development, and work-life balance perks.

## Slide 5: Employee Appraisal Grid
- Framework used to evaluate performance for the Senior Broker Pathway.
- **Weighting Criteria:**
  - Sales Performance: 40%
  - Customer Satisfaction: 30%
  - Technical Competence: 20%
  - Teamwork: 10%
- Scoring system: Scale 1–5 (Unsatisfactory to Outstanding).
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