Skip to content

ACCA Applied Knowledge · Business and Technology · Learning and training at work

Sunrise Ltd finds that its sales staff regularly miss targets. Interviews show they know the products well and are skilled, but commission rules are unclear and demotivating. What is the best conclusion about training needs?

Training is not the right remedy. The staff already have the knowledge and skills, so there is no skills gap. The cause is unclear, demotivating commission rules, which is a management and motivation problem that should be fixed through the reward system instead.

  1. ATraining is not the right solution, because the cause is a motivational and management issue rather than a skills gapCorrect
  2. BA product knowledge course should be arranged for all sales staff immediately
  3. CA negotiation skills programme should be run, as skill deficiencies are always the underlying cause of missed targets

Explanation

Performance shortfalls are not always caused by lack of knowledge or skill. Here staff are competent, and the problem lies in unclear, demotivating commission rules. Training would not close the actual gap; fixing the reward scheme would. The other options wrongly assume a skills deficiency.

Did you get it right without looking?

One question tells you little. A timed set on Learning and training at work shows your real accuracy, how long you take and where you lose marks.

Practise Learning and training at workFree diagnostic mock

More Learning and training at work questions