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Sales Manager’s Case
The business environment that companies are operating in is very competitive. Therefore
companies are in dire need of informed and capable salespeople with the ability to sell
their products to customers and bring in more money. However, it becomes a problem if a
salesperson fails to perform well. In order to rectify the situation, the sales manager must
come in and help that sales rep to improve his/her performance.
In the Sales Manager’s case, Jane (a sales manager) is facing a problem of a sales rep Ray
who is under performing. Ray is an experienced sales rep and even though he has once
won some sales contest and done a personal improvement course, he is still lacking self
drive and enthusiasm in his work. Jane has tried all she could to motivate Ray for instance
by going with him to one of his sales calls, giving him credit on his skills, customer service
and business plans. However, all her efforts have not produced any tangible results. Jane’s
main goal is to find new ways to grow business and to develop new business models so as
to improve lagging product lines. It seems as if Ray is not aware of these goals hence the
reason why he is not focusing on them or he knows but he is lazy to work on them. So I
think that Jane should sit down with Ray and try to explain her goals of growing new
