Reference no: EM133574552

Case Study: Geneva Software company sells software as a solution to customers that have high volumes of parcel shipping. The software requires a long selling cycle as the salespeople have to collect tracking numbers, shipment weights, and volume for several months before they can be sure that the software is a fit for the client.

Last year, your employee, Frank Bristol had the highest volume of new sales. He led the division and the customer for onboarded customers and high-margin contracts. At the division sales awards, he received a crystal trophy and a trip for his family to Hawaii. Now, in the first quarter, a lot of his deals are starting to fall apart. The VP of Account Managers contacts you because the customers are not saving money and he feels that Frank is not being truthful in the sales process and not gathering all the data he needs before signing contracts. His team of Account Managers is frustrated and mad. They refuse to help Frank close any more deals. A week later, The VP of Information Technology forwards you three emails from programmers. Each email was from Frank to the programmers asking them to write unique software code for his customers so that he can "deliver what he promised." Finally, the CFO emails you a list of delinquent customer accounts. You notice about 65% of them are Frank's new customers.

Question: make a performance improvement plan for Frank. In the plan, make sure to address all concerns noted above and a plan to further investigate them. Discuss the questions you would ask Frank and which motivational theory you would use to motivate him to continue to be a high performer but also do things the right way. Include in your discussion possible interventions for Frank and the ramifications if he does not comply. You should conclude the paper by developing three SMART goals for Frank.