Case Study 4-3: Choosing a Performance Management Approach at Paychex, Inc

            Looking at the case and job description mentioned for account executive, the viable option for Paychex is to use a combination of both approaches; the behavior approach and the result approach. There is obvious reason to do so. The behavioral approach will help the managers to look at performance of each employee, and how effective or ineffective they were in their job performance. When behavior approach will be used, it would help to choose employees on the basis of their performance. It is told that there are several offices of Paychex in different destinations, so this approach will be good for them to assess employees, as otherwise it will be hard for them to assess hundreds of employees on technical basis. Then they can co with result approach as well, because account executives are responsible for training new account executives, and they also have to do networking in relevant industries. So, there performance can be assessed that how much networking they have done, and how they trained new employees by taking their feedback. In this way, both approaches will be suitable to be used in combination.

As it was said earlier that Paychex should use both approaches, so when they do so, these are job descriptions, which would best fit for the chosen strategy:

·         Establishing clients on the host processing system

·         Establishing clients on the host processing system

·         Scheduling and making client calls and, when necessary, supporting sales representatives in presales efforts

·         Completing the required documentation

·         Establishing clients on the host processing system

The above-mentioned job descriptions are selected on the basis of both result as well as behavior approach for performance measurement of account executives in Paychex.