Case Study and Notes are the following:

"Case Study

BuySmart Pty Ltd

You work for a progressive and result focused online shopping business called "BuySmart

Pty Ltd".

The company works with many fashion retailers to offer their clothes and accessories at a

significant discount via their discounted online fashion outlet.It is a very busy and at times

hectic office.

The company's core business is negotiating contracts to on-sell fashion goods from both

manufacturers and retailers and to sell the stock at a heavily discounted price.Each

Monday the company obtains up to 50 new product lines, and it is the responsibility of your

sales team to ensure that these new product lines are displayed and sold during the week.

The company copied an overseas business model and entered the Australian online retail

market with no real competitors.To-date it has been highly successful, offering other

businesses a way to sell their excess or unwanted stock to a new target market of

customers.In the last six months two new competitors have emerged as direct threats to

the business.

The company consists of a General Manager, Sales Manager, IT Manager, Marketing

Manager, Accounts Manager, Warehouse Manager, Sales Executives, IT Officers, Accounts

staff, and Warehouse staff.There is no administrative staff as the General Manager

believes in everyone looking after their own administrative work.In total there are 30 staff

members who have their own responsibilities and personal KPIs to reach.

You are a newly appointed supervisor in charge of the five sales executives in the Sales

Team.You report to the Sales Manager. The current process of conducting business in the

sales area includes:

1. Cold call prospective retailers and manufacturers.

2. Call existing clients for repeat business.

3. Secure goods for sale on the website at the agreed commission and schedule.

4. Negotiate additional price for social media advertising to push products through

social media advertising, model for photography and prime promotional placement

on the site.

5. Exchange contracts with set delivery schedules.

6. Collect website information which includes copy, images with description, size

availability, price, estimated delivery, and size charts.

7. Arrange delivery of good and services from client.

8. Monitor sales from website, keep customer informed of progress; and request more

stock if required.

9. Prepare sales report for client.

10. Arrange for unsold stock to be returned to client.

A strong sales ethic is expected at BuySmart driven from the top down.The managerial

positions in the organisation are made up of men only.In fact you notice that there are only

three women in the organisation who all report to you.Each sales executive is expected to

secure five new sales each week.Additionally the KPI for the executives is measured by

sales generated from their clients. This also pressures executives to promote brands that

sell well.Sales executives have found it increasingly difficult to lock in sales due to their

competitors now providing a 20% discount on sales commissions.They have also had

difficulty with some of the software that they are required to use to edit the businesses

website which has resulted in staff working many more hours each week.

You also notice that your staff seem unmotivated, stressed and under immense pressure.

The Sales Manager expects everyone in the office to work long hours working Monday to

Friday from 9-6 as a minimum.

Your sales team consists of:

Mary Koustaboudis - a consistently high performing executive who has recently

revealed to you that she is considering resigning due to the long hours and

administrative work. She has had issues with the IT software such as Adobe

InDesign and Photoshop to modify web information for the website.

Lucia Allegro - a previously high performing results driven individual who has

recently had a child and would prefer to job share.

Lyn Brown - has consistent good results but has recently been burdened with

looking after her sick mother and would also like to job share. Recently her sales

have been questioned by the sales manager resulting in her being under stress.

Eddie Wong - an executive who aspires to climb the ladder and is bitter he has not

succeeded in the supervisory role you have just received. He is young, often

misunderstood as he has a strong accent and is very direct with his approach often

offending colleagues unintentionally.

Sam Young - a good performer who has two children in primary school. His wife

works part time and does the majority of the running around for the children but

Sam sometimes is required to help.

And the question being:

Question 3

In your position as Sales Supervisor you have decided to consider implementing a work/ life

balance strategy to help address your concern about the potential for staff to burn out and

perform poorly.By implementing this strategy you feel that it may help individual team

members gain control and help build a more cohesive working environment.

Describe one (1) factor at BuySmart Pty Ltd which has lead you to consider that work/life

balance needs to be reviewed.Then identify a leadership style from the Hersey Blanchard

Leadership Model that would help the Sales Supervisor improve internal communication and

to lead the implementation of a more balanced work/life environment?

Thankyou