The following case study focuses on a company that tried to improve motivation.

A loan company called Purple Loans (part of the GE Capital group of finance brokers) invested in Special Air Service (SAS) military-style training to improve the motivation of staff, even using hostage rescue situations. The company hoped, in particular, to improve teamworking and communication, and that the training would result in people working more closely together, which would therefore increase the number of sales. At the end of the training, one of the staff members said that she felt as though if she were to set her mind to any task, she would be able to do it. The training had made her feel more confident and motivated to achieve.

Questions

1. What could be the potential benefits of SAS training for sales staff?

2. How would you research the impact of this type of training on a sales team?

3. How would you know if the team was more highly motivated?