How would you respond to tim

Assignment Help Operation Management

Reference no: EM131938383

You have recently been transferred to Chicago as the new district sales manager and have had a chance to spend some time with each of your salespeople.

For the most part the sales team you are managing has done well, but as usual there is a big difference in the sales generated by each salesperson. One of your low producers is Tim, whom you are meeting with today.

At first, you thought that Tim may just not be right for the position, but after spending some time riding along with him in his territory you are convinced that he has what it takes to be a good salesperson. Observing him during sales calls you are convinced he has the right presentation skills and he set a challenging schedule of calls during the two half-days you spent with him.

After some opening chitchat, you ask Tim to explain why he thinks his sales are not as high as they should be. "I really don't know," exclaims Tim. " My close rate is good.

I make as many calls as the next guy. I have a good territory with potential. I work hard. I think I have the right customer service attitude. I try to treat all my customers the same - as if they are the most important customer I have. I work my territory systematically and I call on each customer once a week. I really don't understand how these other guys do it."

Questions:

1) How would you respond to Tim?

2) Based on the above conversation, what steps would you take to guide Tim towards greater productivity?

Reference no: EM131938383

Questions Cloud

Which stage of the evidence based process is this : Recent employee surveys ata local hospital have indicated that the nursing staff, particularly the staff on the third shif has a much lover than average job.

Would the seller have to return feldmans money : Digital Sales Co. sold Feldman, a consumer, a Blu-ray Disc player, promising that if she did not like the unit after one week she could return it

Find the value today of social security promise : Assume that Social Security promises you $47,000 per year starting when you retire 45 years from today (the first $47,000 will get paid 45 years from now).

Identify the risks that this arrangement introduces : Recently, several states have outsourced some of the services traditionally provided by government employees.

How would you respond to tim : You have recently been transferred to Chicago as the new district sales manager and have had a chance to spend some time with each of your salespeople.

What is the investor after-tax net income : Assume that the tax rate on both capital gains and dividend income is 15 %. An investor has two options for the stock of ABC firm.

What changes would need to be made within those functions : What changes would need to be made within those functions to accommodate reverse logistics practices?

Identify some companies that have taken this approach : What are some reasons a company may want to choose a passive or reactive media relations strategy over an active strategy?

Calculate the present value of the salary differential : Calculate the present value of the salary differential for completing the MBA degree. Calculate the present value of the cost of the MBA program.

User Account

All Pages