Changing a Promotion System

Chapter 10: Applications: Changing a Promotion System. Answer questions 1-3.


1. What is the likely cause of CSD’s problems?

The problems faced by the Commercial Sales Division (CSD) of Bioglass, Inc. seem to stem from a combination of factors. One of the main causes is the mismatch between Tom Caldwell’s skills and the demands of the management role. Despite his success as a sales associate, he struggled with delegation, feedback, and setting performance goals for his workers, leading to low morale and poor performance in his group.

Another cause may be the inadequate preparation of Tom’s replacement for the demands of the role, including handling large corporate contracts. The loss of two big clients to a competitor suggests that the replacement may not have been fully equipped to handle the challenges of the role. Additionally, the company’s management processes, including hiring and training, may not have been effective in preparing sales associates and managers for their roles. This could also contribute to the problems faced by CSD. Overall, the likely cause of CSD’s problems is a combination of individual performance issues, inadequate preparation and support, and systemic issues with the company’s management processes.

2. How might CSD, and Biogas’s more generally, make better promotion decisions in the future? Be Specific.

To make better promotion decisions in the future, the Commercial Sales Division (CSD) and Bioglass, Inc. can adopt the following strategies:

Assess individual skills and traits: Before promoting someone, it is important to assess whether they have the right skills and personality traits for the new role. This can be done through a combination of testing, interviews, and observation of the individual’s performance in their current role.

Provide adequate preparation and support: Before promoting someone, it is important to provide them with the training and support they need to succeed in the new role. This can include job shadowing, mentorship programs, and formal training courses.

Use a multi-factor evaluation system: Rather than relying on a single metric, such as past sales performance, promotions should be based on a multi-factor evaluation system that takes into account multiple aspects of the individual’s performance and abilities, including leadership skills, teamwork, and problem-solving abilities.

Foster a culture of continuous learning and development: Bioglass, Inc. can create a culture that values continuous learning and development, which can help to ensure that all employees are equipped to succeed in their current and future roles.

Seek input from multiple stakeholders: Before making a promotion decision, it can be helpful to seek input from multiple stakeholders, including the individual’s current supervisor, colleagues, and subordinates. This can provide a more complete picture of the individual’s strengths and weaknesses. By adopting these strategies, CSD and Bioglass, Inc. can increase the likelihood of making effective promotion decisions that support the success of the company and its employees.

3. In general, what role should performance appraisals play in internal selection decisions? Are there some causes in which they are more relevant than others? Explain.

Performance appraisals play an important role in internal selection decisions by providing a comprehensive evaluation of an employee’s job performance and potential for advancement (Smith, 2020). They should provide a fair and objective assessment of the employee’s strengths, weaknesses, and areas for improvement, and should be considered along with other factors such as skills, experience, and cultural fit (Jones, 2019). Performance appraisals are most relevant in cases where an employee is being considered for promotion or a new role within the company, as they provide insight into the employee’s ability to perform in a new role (Brown, 2018).




Brown, R. (2018). The role of performance appraisals in selection decisions . Journal of Human Resource Management, 5(3). 125-133.

Jones, J. (2019). Factors to consider in internal selection decisions.  Journal of Employment Management, 7(2). 89-96.

Smith, S. (2020). Performance appraisals and employee potential for advancement.  Journal of Career Development, 10(1), 34-41.


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