Question: As sess the data in the Excel spreadsheet and co me up with 1-2 recommendations for the top management at Sales Tech. Yo ur recommendations can be at the salesperson level (e.g., successful salespeople do X) or the sales manager level (e.g., effective sales managers exhibit Y).

Source:

Sales Tech is a medium sized firm that employs 200 people. Of those 200 employees, 50 are in professional 323 sales roles selling X-ray machines to hospitals at $45,000/each. 5 sales managers with equal spans of control [10 salespeople per sales manager) manage these 50 salespeople. Sales Tech organizes its sales force by geography such that each salesperson is responsible for a specic geographic territory and no other salesperson from the company works with his or her accounts. Assume that every employee in the accompanying spreadsheet has worked in his or her role for at least one year. Top management at Sales Tech believe that the only way to motivate the sales force is through nancial compensation. lt compensates its salespeople with a combination plan: $35,000 base salary and 0.5% commission on sales. The company currently sets sales quotas [in units] for each salesperson based on the potential that top management believes is attainable in each territory. To motivate the salespeople throughout the year, the company offers quarterly sales bonuses of $5,000 for salespeople who sell 1:4; of their annual unit goal in each quarter. Top management also provides each sales manager with $25,000 to motivate his or her sales team as he or she sees t. The sales managers use this money in the following way... 1. Maria Gonzalez: End of the year bonus to top 3 performers [dened as % of annual goal attained in units]: 15': = $12,500; 2nd = $7,500, 3rd = $5,000 2. Chadwick Miller: End of the year bonus to top 3 performers [dened as % of annual goal attained in units]: 15': = $12,500; 211d = $7,500, 3rd = $5,000 3. Greg Coats: End of the year bonus to top performer [dened as units sold]: only one winner of $25,000 4. Marianne Pott: End of year team trip to Phoenix for every salesperson in her team. All lodging, meals, and activities covered. 5. Matt glggyg: End of year bonus to top 2 performers (dened as % of annual goal attained in units]: 15" = all expenses paid vacation to Hawaii and 5 extra vacation days; 2\"'1 = all expenses paid vacation for a long weekend in NYC and 2 extra vacation days. Sales tech is eager to understand how to better utilize its sales force so it recently had all of the salespeople complete various assessment tests including an IQ test, personality test, trait assessment, which types of rewards motivate them, and their satisfaction level. Top management wants to use this information to... [1] determine if there are any attributes that are associated with top performers [2] decide if there should be new requirements for hiring new salespeople [e.g., IQ, personality, traits, years' experience, education level]. [3] Top management is also wondering if it should enforce "start times\" at work to help the salespeople be more productive. Excel Spreadsheet Key: Label Meaning SP Name Salesperson name SP Gender Salesperson gender SP Age Salesperson age (in years) SP Ethnicity The ethnicity with which the salesperson identifies SP Personality Is the salesperson an introvert or extrovert SP Motive Is the salesperson primarily motivated by intrinsic or extrinsic rewards? Educa The salesperson's highest level of educational attainment HH Size The number of people in the salesperson's household (including the salesperson).. does not include older children who may have moved out of the house already. Yrs Ex The number of years of sales experience that the salesperson has Stage The stage that the salesperson is in their sales career SP IQ The IQ of the salesperson SP Traits Is the salesperson primarily competitive, enthusiastic, or neither? Mentor Is the salesperson in a mentor role? Yes/No. If yes, the salesperson provides informal mentoring to the other salespeople in the sales team (defined as the salespeople working under the same sales manager) SP Sat The level of salesperson satisfaction with his/her current role 1 = completely unhappy; 5 = neither happy nor unhappy; 10 = totally happy Quota The salesperson's quota, in units, for the current fiscal year. To calculate units needed to sell to earn quarterly bonus, divide by 4. Bonus How many quarterly bonuses did the salesperson receive within the last year? Area Is the salesperson's geographic territory urban or rural? Num Acct The number of accounts in the salesperson's portfolio Q1 Number of units sold in first quarter Q2 Number of units sold in second quarter Q3 Number of units sold in third quarter Q4 Number of units sold in fourth quarter Units Sold The number of units sold in the fiscal year Commission The amount of money the salesperson made in commissions. This does NOT include their base salary or any bonus money he/ she may have received Travel The percentage of time the salesperson spends traveling to meet with accounts Time The time of day with which the salesperson starts working, on average Training The type of training the salesperson opted to take (1 day training) the prior year. % Existing The percentage of revenue generated by the salesperson that comes from existing accounts (remainder comes from new accounts Tech How comfortable the salesperson is using the company's technology in sales calls or to record sales calls (0= not at all comfortable, 10 = completely comfortable) M Name The salesperson's manager's name M Gender The salesperson's manager's gender M Age The salesperson's manager's age M Ethnicity The ethnicity with which the manager identifies M Personality The salesperson's manager's personality (introvert vs. extrovertExecutive Summary - Google D X M Inbox (959) - felipenoya18@gn x Sales Management - Google SI X + C mail.google.com/mail/u/0/#inbox?projector=1 Reading List Apps Bb Welcome, Felipe -... TED Manwar Ali: Inside... G How to Set the Ph... tr 49 seriously good... C 20 Steps to the P... T Red Baroque Ban... T Live Free Ride Fre... ... X Group Project 3_Sales Tech Data.xisx Open with J K M N O R B C D E G H SP IQ SP Traits Mentor SP Sat Quota Bonus Area Num Acct SP Name SP Gender SP Age SP Ethnicity SP Personality SP Motive Education HH Size Yrs Ex Stage 178 4 Urban 3 2 Josh Egbuka M 32 Black Extrovert Intrinsic Rewards Bachelors 3 10 Maintenance 118 Enthusiastic 134 Enthusiastic No Urban 93 3 Masters 5 Establishment 348 3 W James Wilson M 33 Black Extrovert Extrinsic Rewards 18 Disengagement 108 Neither No 384 1 Rural Mason Jones M 64 Black Extrovert Intrinsic Rewards Masters Yes 10 248 2 Rural Introvert Intrinsic Rewards Masters N 20 Maintenance 123 Enthusiastic Gene Brown M 53 Black 17 Maintenance 132 Neither No 224 1 Rural Mariah Thompson F 47 Black Extrovert Extrinsic Rewards Masters Extrinsic Rewards Bachelors 16 Maintenance 115 Enthusiastic Yes 344 1 Rural Esi Elliot F 19 Black Introvert 38 Black Extrinsic Rewards Bachelors 7 Establishment 102 Enthusiastic No 384 1 Urban Mason Clark M Introvert 8 1724 Urban Bob Marley M 35 Black Introvert Extrinsic Rewards High School 5 5 Establishment 121 Neither No 6 Establishment 109 Neither No 5 272 Rural 10 Srinath Gopalakrishna M 28 Asian Introvert Extrinsic Rewards Masters High School 5 Establishment 119 Neither No 6 188 4 Urban Extrovert Extrinsic Rewards N Divya Anand 33 Asian 8 Establishment 105 Neither No 8 484 2 Rural 12 Binay Kumar M 40 Asian Extrovert Intrinsic Rewards Bachelors Extrinsic Rewards Masters 6 Establishment 105 Competitive No 4 192 3 Urban 13 Alicia Underwood F 7 Asian Extrovert 17 Maintenance 121 Neither No 6 132 3 Urban 14 M Extrovert Extrinsic Rewards High School Andrew Young 39 Asian 135 Enthusiastic No 8 420 3 Urban 15 Li Chen F 37 Asian Extrovert Intrinsic Rewards High School 3 Exploration NN High School 59 Disengagement 108 Enthusiastic No 7 252 1 Rural 16 Thomas Koo M 73 Asian Introvert Intrinsic Rewards 122 Enthusiastic 9 44 Disengagement Yes 260 2 Rural 17 Frank Lim M 66 Asian Introvert Intrinsic Rewards Masters 6 Establishment 120 Neither No 2 288 4 Urban 18 Pushpinder Gill M 28 Asian Introvert Extrinsic Rewards Masters No 3 208 1 Rural 19 Gabby Rivera F 29 Latinx Extrovert Extrinsic Rewards Masters N 2 Exploration 118 Competitive No 8 356 2 Rural 402 20 M 49 Latinx Extrovert Extrinsic Rewards Bachelors 17 Maintenance 103 Enthusiastic Jose Martinez 104 Competitive No 6 372 1 Rural 478 21 M 26 White Introvert Extrinsic Rewards High School 4 Exploration Levi Strauss 109 Enthusiastic No 6 224 0 Rural 359 22 Kirk Smelter M 26 White Introvert Extrinsic Rewards Bachelors 4 Exploration No Rural 761 B Establishment 109 Neither 2 545 0 23 High School Matt Kemp M 30 White Extrovert Extrinsic Rewards 2 300 3 Rural 391 24 Judy Richardson F 25 White Introvert Intrinsic Rewards High School 3 Exploration 87 Enthusiastic No 9 240 4 Urban 783 25 Alena Pirogova F 32 White Introvert Intrinsic Rewards Masters 10 Maintenance 105 Enthusiastic No 20 Maintenance 108 Competitive No 38 8 0 Rural 507 26 Chuck Casper M 61 White Extrovert Extrinsic Rewards High School N + 44 Disengagement 108 Neither Vo 252 1 Rural 358 27 Tracey Van PuyVelde F 66 White ntrovert ntrinsic Rewards Masters Yes 192 0 285 28 9 Establishment 102 Enthusiastic 8 Rural Tony Gabriel M 61 White Introvert Extrinsic Rewards Masters Bachelors 8 Establishment 122 Neither Yes 10 192 1 Rural 284 29 Christina Locastro F 54 White Introvert ntrinsic Rewards 132 Enthusiastic No 1 320 0 Rural 761 30 Kyle Krumm M 53 White Introvert Intrinsic Rewards High School 18 Maintenance 104 Competitive No 8 292 4 Urban 962 31 18 Disengagement Caleb Meyer M 66 White Extrovert Intrinsic Rewards Bachelors Intrinsic Rewards Masters 19 Maintenance 105 Neither No 176 4 Urban 247 32 Tyler Kimbell M 58 White Extrovert 19 Maintenance 122 Neither No 332 4 Urban 941 33 Justin Lawrence M 61 White Introvert Intrinsic Rewards High School 104 Neither No 340 0 376 IN Rural 34 18 Maintenance Alex Cupp M 52 White Extrovert Intrinsic Rewards Bachelors No 5 412 0 Rural 519 35 Extrinsic Rewards Bachelors 2 16 Maintenance 77 Neither Sales Tech Data Example for Class_Part 1 Example for Class_Part 2 Notes Project 3 FinalExecutive Summary - Google D X M Inbox (959) - felipenoya18@gn x Sales Management - Google SI X + C mail.google.com/mail/u/0/#inbox?projector=1 Reading List Apps Bb Welcome, Felipe -... TED Manwar Ali: Inside... G How to Set the Ph... tr 49 seriously good.. 20 Steps to the P... T Red Baroque Ban... T Live Free Ride Fre... Open with 4 ... X Group Project 3_Sales Tech Data.xIsx AB AC AD AE AF AG AH R S U V W Z AA Q4 Units Sold Commission Travel Time Training % Existing Tech M Name M Gender M Age M Ethnicity M Personality Num Acct Q1 Q2 Q3 77% 8 Chadwick Miller M 47 White Introvert 2 340 48 45 61 51 205 $46,125.00 12% 8:30am Product Knowledge 60 87 88 326 $73,350.00 51% 7:00am Product Knowledge 67% 6 Chadwick Miller M 47 White Introvert 938 91 M 63 White Introvert 672 101 84 66 58 309 $69,525.00 24% 8:30am Time and Territory Management 81% 5 Greg Coats M 63 White Introvert 314 71 43 65 49 228 $51,300.00 27% 8:30am Product Knowledge 87% 7 Greg Coats 59 Latinx Extrovert 301 61 34 23 19 137 $30,825.00 41% 7:00am Product Knowledge 58% 6 Maria Gonzalez 66% 1 Maria Gonzalez T 59 Latinx Extrovert 414 89 65 32 19 205 $46,125.00 45% 7:00am Technology 35 White Extrovert 8 54 52 296 7% 7:00am Legal Issues 56% 9 Marianne Pott 598 123 67 $66,600.00 35 White Extrovert 9 27 6 50 45 61 44 200 $45,000.00 10% 7:30am Time and Territory Management 88% 8 Marianne Pott 14% 8:00am Industry Orientation 34% 7 Chadwick Miller M 47 White Introvert 10 398 67 23 65 33 188 $42,300.00 21% 7:00am Product Knowledge 46% 6 Chadwick Miller M 47 White Introvert 11 328 49 53 70 47 219 $49,275.00 78% 8 Maria Gonzalez 59 Latinx Extrovert 12 569 123 62 130 37 352 $79,200.00 37% 9:00am Industry Orientation 53% 7 Marianne Pott 35 White 13 403 55 51 34 189 9% 8:00am Industry Orientation Extrovert 49 $42,525.00 14 33 57% 44 29 141 $31,725.00 5% 8:30am Legal Issues 8 Marianne Pott 35 White Extrovert 333 35 78% 7 Marianne Pott 35 White Extrovert 15 888 110 105 107 87 409 $92,025.00 9% 7:00am Industry Orientation M 55 White Extrovert 16 43 61 230 $51,750.00 19% 9:00am Time and Territory Management 75% 55 Matt Claeys 301 71 M 55 White Extrovert 17 311 72 56 81 47 256 $57,600.00 23% 9:00am Product Knowledge 97% 1 Matt Claeys M 55 White Extrovert 18 463 81 73 75 72 301 $67,725.00 14% 7:00am Legal Issues 36% Matt Claeys 42% M 47 White Introvert 19 410 57 32 49 19 15 $35,325.00 63% 9:00am Product Knowledge Chadwick Miller 87% 7Maria Gonzalez 59 Latinx Extrovert Sou 20 402 91 72 93 31 287 $64,575.00 34% 9:00am Industry Orientation M 47 White ntrovert Wes 21 478 94 39 84 40 25 $57,825.00 47% 7:00am Product Knowledge 62% 10 Chadwick Miller M 47 White ntrovert Wes 22 359 55 50 49 183 $41,175.00 28% 8:30am Industry Orientation 47% 10 Chadwick Miller M 47 White Introvert Wes 23 761 122 99 111 391 $87,975.00 86% 8:00am Product Knowledge 23% 10 Chadwick Miller M 47 White Introvert 24 32% 7 Chadwick Miller Wes 391 77 278 $62,550.00 83% 7:30am Product Knowledge 89% Chadwick Miller M 47 White Introvert Wes 2 d 25 783 76 300 $67,500.00 18% 8:30am Time and Territory Management NEWE 26 40 200 $45,000.00 67% 9:00am Legal Issues 19% Greg Coats M 63 White Introvert Sout 507 61 M 63 White ntrovert Sout 27 358 65 32 179 $40,275.00 57% 8:30am Time and Territory Management 35% Greg Coats 63 White Introvert Sout 28 285 47 44 41 177 $39,825.00 14% 7:00am Technology 78% Greg Coats M Greg Coats Introvert Sout 29 91% M 63 White 284 51 36 45 47 179 $40,275.00 23% 8:30am Technology Introvert Sout 30 761 67 56 71 54 248 $55,800.00 89% 8:00am Product Knowledge 23% 6 Greg Coats M 63 White M 63 White Introvert Sout 31 962 76 79 84 77 316 $71,100.00 28% 7:30am Technology 67% Greg Coats 32 70 45 226 $50,850.00 6% 9:00am Product Knowledge 60% 51 Greg Coats M 53 White Introvert Sout 247 60 M 63 White Introvert Sout 33 941 101 83 87 83 354 $79,650.00 4% 9:00am Product Knowledge 87% 1 Greg Coats 59 Latinx Extrovert Sout 34 376 71 41 59 11 182 $40,950.00 51% 7:00am Product Knowledge 34% 7 Maria Gonzalez 65% Extrovert 35 3 Maria Gonzalez 59 Latinx Sou 519 86 99 10 284 Sales Tech Data Example for Class_Part 1 Example for Class_Part 2 Notes Project 3 Final+ Executive Summary - Google D X M Inbox (959) - felipenoya18@gn x Sales Management - Google SI X C mail.google.com/mail/u/0/#inbox?projector=1 tr 49 seriously good... T Red Baroque Ban... Reading List G How to Set the Ph... 20 Steps to the P... T Live Free Ride Fre... Apps Bb Welcome, Felipe -... TED Manwar Ali: Inside... ... X Group Project 3_Sales Tech Data.xisx Open with M N O R E G H K B C D SP 1Q SP Traits Mentor P Sat Quota Bonus Area Num Acct SP Ethnicity SP Personality Education HH Size SP Gender SP Age SP Motive Yrs Ex Stage 8 Establishmen 122 Neither Yes 10 192 1 Rural 284 SP Name Christina Locastro 54 White Introvert Intrinsic Rewards Bachelors 132 Enthusiastic Rural 761 No 320 0 Intrinsic Rewards High School w 18 Maintenance 30 Kyle Krumm M 53 White Introvert 104 Competitive No 2924 Urban 962 18 Disengagement IN 31 Caleb Meyer M 66 White Extrovert Intrinsic Rewards Bachelors 105 Neither No 176 4 Urban 247 32 M 58 White Extrovert Intrinsic Rewards Masters 19 Maintenance Tyler Kimbell High School 122 Neither 332 4 Urban 941 IN 19 Maintenance No 33 1 White Introvert Intrinsic Rewards Justin Lawrence M 104 Neither No N 340 0 Rural 376 3 18 Maintenance 34 Alex Cupp M 52 White Extrovert Intrinsic Rewards Bachelors 5 412 0 Rural 519 Bachelors 2 16 Maintenance 77 Neither No 35 Jesse Knotch M 46 White Introvert Extrinsic Rewards 117 Competitive No 6 540 2 Rural 716 F Extrinsic Rewards 5 9 Establishment 36 12 White Extrovert Masters Judtih Rowland 120 Neither No 4 232 1 Rural 411 8 Establishment 37 George Harrison M 40 White Extrovert Intrinsic Rewards Bachelors 411 Masters 3 15 Maintenance 102 Neither Vo 7 232 3 Urban 38 Tim O'Neal M 43 White Extrovert Extrinsic Rewards 118 Enthusiastic No 7 184 3 Urban 213 39 M 48 White Extrovert Extrinsic Rewards High School 16 Maintenance 7 284 2 342 James Cameron Rural Intrinsic Rewards High School 12 Establishment 121 Neither No 40 Libby Frost F 38 White Extrovert 6 Establishment 123 Enthusiastic Yes 9 272 Rural 492 41 Brittany Quick F 38 White Introvert Intrinsic Rewards Bachelors 99 Competitive No 4 208 4 Urban 567 6 Establishment 42 Mike Tripp M 36 White Introvert Extrinsic Rewards Bachelors 501 N 112 4 Urban w Extrinsic Rewards Masters 15 Maintenance 105 Enthusiastic No 43 Kevin Chase M 39 White Introvert 114 Enthusiastic No 8 332 4 Urban Masters 44 Extrinsic Rewards 4 Exploration Carly Holman 36 White Introvert 101 Enthusiastic No 388 0 Rural Intrinsic Rewards High School 2 Exploration 45 Debbie Lewis 23 White Introvert 102 Competitive Yes 252 0 Rural M Intrinsic Rewards 19 Disengagement 46 Patrick Kenny 71 White Extrovert Masters 332 2 Rural 11 Establishment 113 Neither No 47 Michelle Dillon 33 White Extrovert Intrinsic Rewards Bachelors 121 Neither No 268 2 Rural 48 M 70 White Extrovert Extrinsic Rewards Masters 48 Disengagement Riley Krotz 122 Enthusiastic 188 2 Rural High School 5 17 Disengagement No u W 49 M Extrinsic Rewards Tony Hawk 69 White Introvert 164 3 Urban Intrinsic Rewards Bachelors 3 15 Maintenance 90 Neither No 50 Kelsey Snell 66 White Extrovert 7 188 2 Urban 21 Intrinsic Rewards Masters 2 19 Maintenance 105 Enthusiastic No 51 Lisa Dworak 67 White Introvert 52 53 54 55 56 57 58 59 60 61 62 Caitio Galvin paid you s Sales Tech Data Example for Class_Part 1 Example for Class_Part 2 Notes Project 3 FinalExecutive Summary - Google D X M Inbox (959) - felipenoya18@gn x Sales Management - Google SI X + C mail.google.com/mail/u/0/#inbox?projector=1 Apps G How to Set the Ph... 20 Steps to the P... Reading List Bb Welcome, Felipe -... TED Manwar Ali: Inside... tr 49 seriously good... C T Red Baroque Ban... T Live Free Ride Fre... ... X Group Project 3_Sales Tech Data.xIsx Open with AB AF AG AH Z AA AC AD AE R S U V W M Name M Gender M Age M Ethnicity M Personality M Num Acct Q1 02 Q3 24 Units Sold Commission Travel Time Training % Existing Tech 91% 8 Greg Coats M 63 White Introvert South 284 51 36 45 47 179 $40,275.00 23% 8:30am Technology M 63 White Introvert South 30 761 67 56 71 54 248 $55,800.00 89% 8:00am Product Knowledge 23% 6 Greg Coats 67% 0 Greg Coats M 63 White Introvert South 962 76 79 84 77 316 $71,100.00 28% 7:30am Technology 60% 5 Greg Coats M 63 White Introvert South 32 247 60 51 70 45 226 $50,850.00 6% 9:00am Product Knowledge M 63 White Introvert South 33 941 101 83 87 83 354 $79,650.00 4% 9:00am Product Knowledge 87% 1 Greg Coats 34 $40,950.00 34% 41 11 51% 7:00am Product Knowledge 7 Maria Gonzalez 59 Latinx Extrovert South 376 71 59 18 65% 3 Maria Gonzalez 59 Latinx Extrovert South 35 519 86 99 40 59 284 $63,900.00 59% 7:30am Product Knowledge 57% 8 Maria Gonzalez 59 Latinx Extrovert South 36 716 141 45 135 29 350 $78,750.00 55% 7:00am Technology 59 Latinx Extrovert South 37 411 61 38 23 39 161 $36,225.00 38% 9:00am Time and Territory Management 45% 2 Maria Gonzalez 59 Latinx Extrovert South 38 411 65 23 58 59 205 $46,125.00 13% 7:00am Technology 75% 3 Maria Gonzalez 59 Latinx Extrovert South 39 213 50 47 61 39 197 $44,325.00 23% 7:30am Product Knowledge 76% 4 Maria Gonzalez 35 White Extrovert Midw 40 342 76 34 73 46 229 $51,525.00 20% 8:00am Industry Orientation 72% 8 Marianne Pott 89% 5 Marianne Pott 35 White Extrovert Midw 41 492 66 65 59 253 $56,925.00 35% 7:30am Product Knowledge 7 Marianne Pott 35 White Midw 54% Extrovert 42 567 60 53 237 $53,325.00 30% 7:00am Industry Orientation 3% 7:30am Product Knowledge 34% 8 Marianne Pott 35 White Extrovert Midw 43 501 31 38 54 $34,650.00 35 White Extrovert Mid 44 76% 5 Marianne Pott 513 92 83 354 $79,650.00 8% 7:30am Product Knowledge 3 71 73% 10 Matt Claeys 55 White Extrovert Nor 45 129 90 87 35 344 $77,400.00 41% 8:30am Time and Territory Management Nor $50,850.00 34% 7:30am Product Knowledge 88% 1 Matt Claeys M $5 White Extrovert 46 346 61 47 58 226 58% 10 Matt Claeys M $5 White Extrovert Nor 47 401 90 56 83 277 $62,325.00 56% 7:30am Legal Issues 4 Matt Claeys M 55 White Extrovert Nor 48 321 79% 8:00am Industry Orientation 29% 71 34 69 52 226 $50,850.00 49 55% 28 $40,275.00 49% 8:30am Product Knowledge 7 Matt Claeys M 55 White Extrovert Nor 239 61 39 51 179 Nor 50 51 $40,050.00 11% 8:30am Product Knowledge 57% M 55 White Extrovert 234 44 34 49 3 Matt Claeys 178 74% 0 Matt Claeys M 55 White Extrovert Nor 51 211 54 38 63 45 200 $45,000.00 4% 7:30am Legal Issues 52 53 54 55 56 57 58 59 60 61 62 Sales Tech Data Example for Class_Part 1 Example for Class_Part 2 Notes Project 3 Final