Problems Faced By John

• Management Issues
-Co-ordination among departments
-Communication
-SemiAnnual Appraisal
• Sales Force issues
-Getting used to the sales force team
-Selection Process
-Performance Reviews Preparation
Specific Issues with few Individuals
• Case of Larry Palmer
- Wrong Decision
- Too much Time Invested
• Case of Dick McClurke
-Ego Issue
• Case of Jared
-Not working too full potential
• Case of Marty
-Constantly looking for Promotion
 Future Concerns
• Formalize Set Of Objectives
• Focus on Products
• Territory Revisions
• Set Up Personal Objectives
• Solve Individual Issues
 Q4. What can be learned from the
performance data
Larry Palmer 0.5% improvement from last years sales figures, even though his sales target was lower as
compared to the others

Dick McClure Above average salesman with 12 years experience, exceeded sales target by 48,000

Peggy Doyle Major contributor for increase in sales in her territory, in just 4 months she was 30,000 short of
meeting her sales targets

Tom Jones Just meeting sales quota

Bill Morrison Exceeded targets by 10,000

Sam Hanna Exceeded target by 10,000

Jared Murphy Had the capabilities of an above average sales person, but seems to have lost interest. Sales
this year almost equal last years sales. Was falling short of his current sales target by 50,000.
Only 1.3 % growth in sales compared to last year.

Marty Nakai Highly motivated salesman, exceeded sales targets by a margin of 50,000.
 ●
● Dick McClure, Marty
●
● Dick McClure, Nakai, Tom Jones,
Marty Nakai Bill Morrison, Sam
Hanna
Major
Exceed
Contributor
Sales
s to Sales
Targets
Figures

Unable to
Enthusiasti
meet Sales
c Newbie
Targets

●
● Larry Palmer, ●
● Peggy Doyle
Jared Murphy
 5. What should John do about Murphy and
Nakai?
1. Jared Murphy :

For Against

1. Sufficient experience 1. Murphy did not live up to his full potential and
lately lost interest in work:
2. Required less personal attention from John as he  No significant contribution to the sales growth
was self-sufficient. of the company (1.3% sales growth) in
compare to the rest .
3. Have capabilities to be an above-average
performer  Did lower number of sales call (1050 calls).

4. Intelligence to exert the necessary self-discipline 2. Murphy had a negative approach towards John ,
required to do work. which was evident from his sarcastic remarks

Hence ,
 John should give Murphy another chance to perform better at job.
 Give him personal attention in terms of support as well as guidance to help him
do his
 2. Marty Nakai:

For Against
1. Single sales rep who had 3 years experience in a
territory that quite a bit of travel in the Texas. 1. Very less self-control and patience.

2. Smart , eager to work , highly motivated and

extremely ambitious. 2. Needed to develop more self Discipline

3. John could count on Marty calling him at home on

weekends.

4. Very Productive and highly cooperative:

 Highest contribution to the sales growth of the 3. Very immature, needed to grow up at work.
company (32% sales growth) in compare to
the rest .
 Highest number of sales call (1550 calls).

Hence ,
 John should give Marty another chance to work on his weakness and eventually
give a better
performance.
