To measure productivity and, more important, so that we recognize productivity, we also supply each store-level sales representative with a computerized activity report, which he completes.  On this report we list priorities to be accomplished.  The representative checks off the priorities that he achieves and makes a note of other things he accomplishes in each specific store.     

Our account representatives who sell to customer warehouses are easily measurable by the sales volume they produce.  Each naturally competes with the other account representatives in his location to achieve the greatest percentage of sales increases.   This makes their jobs highly competitive, with built-in challenges.     
 

Every account representative is required to submit sales plans for his account. Setting these plans heightens his feeling of responsibility for results.    

So, feelings of responsibility, of intrinsic job value, of making progress, of challenging work, and of being recognized are the motivating factors that Kraft management is taught to understand and act upon.