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Group Members
Maryam Shakir
Talha Nawaz
Imran M. Khan
Waseem Khawaj
M. Usman

BEM
The Behavior Engineering Model (BEM) was developed
by Gilbert.
It provides us with a way to systematically identify
barriers to individual and organizational performance.
The BEM distinguishes between a persons repertory of
behavior (what the individual brings to the performance
equation) and the environmental supports (the work
environment factors that encourage or impede
performance).

BEHAVIOR ENGINEERING MODEL

http://debwagner.info/hpttoolkit/gilbert_bem_hpt.htm

FACTS FROM THE CASE

Information

Instrumentation

Incentives

Well equipped with

Environmen Sales among
tal
medium level
laptops, computers,
Commission
financial
and demo
s on sales.
institutions.
programs.
Sales goal (1
No formal selling
sale/person within
process.
Build systems to
3 months).
No tracking system
systematically
to manage leads.
track and improve
Limited guidance
performance of the
people.

Behavior

Knowledge

Capacity

Motives

Lacking some
knowledge and
skills.
Mixed teams
with mixed
knowledge and
skills.

People had
aptitude and
physical
capacity to
perform.
Mixed teams
with mixed
knowledge and
skills.

Sales team
highly
motivated to
perform.
Willing to work
for current
incentive.
People were
recruited to
match the
realities of job.
Sales Manager
Very
enthusiastic

GAPS IDENTIFIED
Gap-01
No formal selling process results in low sales. There should have a
formal selling process.
Gap-02
No tracking system to follow leads.
Gap-03
No interaction between sales team and customer service people.
Gap-04
Sales team with scattered knowledge and skills.
Gap-05
Sales manager had little experience in sales and product/services.