Reference no: EM133051145

SLWS designs and sells custom websites to all types of recreational sport teams and leagues. Sales teams typically have 2 field sales reps, one sales support member who helps identify leads and a web designer who handles setting up the websites and initial data entry. Compensation is based on both individual and team performance. A potential new client contacts Ajay, the SLWS sales manager, and indicates they contacted his company but no one had returned the call.

This is especially bothersome as the new client is a friend of Ajay's who he believes has high potential to be profitable.

Ajay verifies that the lead was put in the CRM system and that neither rep from Team Four followed up on this lead. Ajay is struggling with whom he should contact to make the recovery (and hopefully a sale) to this client:

Cody Miller, a competent, senior account rep, who has a tendency to go after larger known accounts.

Brad Hendricks, a newer less experienced rep, who is still developing. Brad is always eager to get new accounts but recently lost one due to an unsatisfied client.

This team is close to making their sales goal and this new account will assure everyone, including Ajay, gets their bonus.

1. What are the advantages and disadvantages of handing the lead to Brad, the newer account manager?

2. What are the advantages and disadvantages of handing the lead to Cody, the experienced rep?

3. How would you make this decision?4.How do you think your decision would affect the rest of the members on Brad's and Cody's team?