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Case study 4-2
Choosing a Performance Measurement Approach at Show Me the Money
The following job description is for an account executive at Show Me the Money, a payroll and HR solution providers similar to ADP, AmChck, benefitMall, Big Fish Payroll Services, Fuse Workforce Management, GetPayroll, Gusto, and others. Show Me the Money offers payroll, human resources, and benefits outsourcing solutions for small- to medium-sized businesses. Because account executives often make sales calls individually, their managers do not always directly observe their behavior. Furthermore, managers are also responsible for sales in their markets and for staying up-to-date on payroll laws. However, account executives are responsible for training new account executives and networking in the industries in which they sell products. For example, if an account manager is responsible for retail companies, then that account executive is expected to attend retail trade shows and professional meetings to identify potential clients and to stay current with the issues facing the retail industry.