case study , answer the task

NIGEL. FRUSER A 'whiz kid'. Previously worked for a business equlpment chain. Ambitious and creative with a direct, "no-nonsense' approach. Task-oriented, he sees his maln objective as meeting sales targets. Very disappointed with current sales performance. Believes the team needs to be controlled more tightly and is underperferming because of bod habits acquired under Vanessa Bryant. Background Business Equipment and Systems (BES). 6 Nigel often praises his previous cotnpany based in Hirmingham, England, sells fax and colleagues, while the team talk about machines, data projectors and slim plasma "the good old days" when Vanewa was screens. Eighteen months ago, its national Sules Manager. Sales Manager, Vanesa Bryant, moved to a senior management position. Her replacement. Nigel Fraser. has been told to Task increase tumower by at least 10% and to Xou ase dinectors of Bes. Discuss the problems create a high-performing sales teatn. and consider However, since Nigel's appointment the a) what advice you should give NigeL. team has not been working effectively and b) what action, if ans you should take. morale is low. Last year's sales were over 20% below target. The sales team has a mix of Use these questions as a guide. nationalities becatre BES intends to enter a Should Nigel approach team members other European narkets in the near fature. individualy? What should he sary? 2 Should he remove one of the team? if so. wha? Problems 3 Should you replace Nigel with an existing 1 Nigel has asked for more detailed sales beam menber? reports from his team and wants to check 4 How will you bulld on the team's strengths? their diaries every two weeks. The more How will you deal with its weaknesses? experienced staff resent this. 5 Do the tean get enough ef a say in decision 2 To set clear objectives and improte communication, he holds more mectings. However, soene staff are often bate or don't attend, and two or three people Writing dominate the discussions. Either: 3 When targets are not met or customers Write a letter to the Managing Director of complain, staff blame each other or other BES outlining your solution to the departments. They never take peoblems. responsibility for mistakes. Or 4 Becaise of rivalry between individual You are a sales manager. The behaviour of members, they do not help each other. one of your salespeople is apsetting the Some actively distike each other. others in the team. Write a letter warning 5 The team become defensive if outsiders - them about their conduct and indicating make helptul suggestions. They lack creativity and can't accept criticism. Whiting filk page 138 8 feam building The sales team JEAN DUBOT Plasma screens French, aged 35 Extrovert, noisy. Gets up late. Calls on customers mostly between atam and 3pm, Often exceeds sales targets. Earns good commissions. Wellliked by customers. Some colleagues think he is arrogant and boastful. Frequently late for mectings but always has an excuse. NINA PERSSON Fax machines Swedish, aged 26 FRUNA TARDEL1. Fax machines Stares early, finision Mised her mot three tmes lanl Contribotes litule to mectang But has some good ideas. She lualian, aged 34 Dynamic, mooby and a lime byandich. moocj a died a record. Coneraly mets her sales is often 'put down' by jean, tagets. Can be ageressive I her ideas art not acoepted at although other menbers like her. Thinks commision metings. Gets on well with Fobet. They alway should be based on the sales support each other at meetings and obviousty liat of the whole team. each othes alet. DON MiuIS ROBHRT DRISCOI. Placena screens Data projectors, Finglish, aged 35 new products Volatile and English, aged 45 unpredictable. Gecathe The top salesperson, with 20 exceeds his tarzets sococ years' experience at BES. months, then falls well Strong character, sociable. below in others. Very Dissatisfled because of the balented salenan. Lilued by atmosphere in the department. most of his colleagues, but often chashes Great rivalry between him and lean. They sometimes. viokently with Bruna. There are rumours that insult each other in meetings. Enjoys meetings and they were very 'close' Iriends in the past. He talks a lot. Can't see the point of paperwork. Falks a alvays makes his final call clone to his home, lot about the good old days. Which is not in the coenpany's interests