Enabling More Objective Performance Appraisals: A Training Program Model of Pinpointing

Enabling objective performance appraisals have been the aim of many organizations including years of research in performance management. As today's business environments become more complex and are ongoing rapid change, it is very important for managers not to ignore the attention and the time they should allocate to their subordinates’ performance observations. The current study exemplifies an important methodology “pinpointing” implemented for the sales managers working in a pharmaceutical industry as part of a training program.