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Copiah Supply, Inc. Employee Motivation Analysis
Amanda Dennis
South University
MBA5001: Organization Behavior and Communication
Lyle Cady
September 25, 2023
2
Copiah Supply, Inc. Employee Motivation Analysis
Copiah Supply, Inc. is located in Copiah County, Mississippi. This organization primarily
operates in the Industrial Machine Parts business/industry within the Wholesale Trade - Durable Goods sector (Buzzfile, 2023). Leonard Clark, sole owner of Copiah Supply, Inc., has been in business for approximately 20 years and employs five people. Copiah Supply, Inc., serves industrial and commercial customers, such as Sanderson Farms, in Mississippi, Alabama, Texas, and Louisiana by supplying them with items such as electric motors, gearboxes, PLC components, and industrial V-belts. The company’s main competition is Southern Industrial Supply Company, which is located in Hattiesburg, Mississippi. Job Motivation Analysis
Sales representatives rate their career happiness 2.5 out of 5 stars, which puts them in the bottom 5% of careers (CareerExplorer, n.d.). Copiah Supply, Inc., has one full-time outside sales representative, one part-time sales representative, and two full-time inside sales representatives. Naturally, there is slight animosity between inside and outside sales as each position feels they do more work than the other. Is this enough to cause low motivation at work?
Inside Sales vs. Outside Sales Roles
At Copiah Supply, Inc., inside sales representatives are expected to answer calls, emails, and in some cases, texts from industrial customers and outside sales representatives. In addition, they are expected to generate quotes for existing and potential customers, convert the quotes to invoices, place orders to vendors, and arrange deliveries for the customers. One inside sales representative, however, is also responsible for managing inventory, accounts receivables, and accounts payables, and ensuring the outside sales representatives have product brochures to hand
out to customers each week.
3
The outside sales representatives are responsible for generating new sales to existing and potential customers. They are given a call report sheet that lists either the existing customer’s details or a potential customer’s details. It is their responsibility to make appointments, if necessary, to see the person who would place orders for their organization. If a customer (existing or potential) would like a quote on any industrial item, the outside sales representative contacts one of the inside sales representatives to generate the quote and email it to the appropriate person. Factors that contribute to low motivation
The biggest contributing factor to low job motivation is the commission. Outside sales representatives receive a 4% commission on all sales from their assigned customer base. Inside sales representatives receive a one-half percent commission on all sales. Inside sales representatives spend more time researching pricing and lead time on products to be competitive with other industrial supply companies, whereas outside sales representatives relay the quote information back to the inside sales representatives. Inside sales representatives will oftentimes have to use their cell phones for business-
related transactions. An example is when an industrial customer signs for an order, whether they come into the office to receive the item or if it was delivered to them. Outside sales representatives are given a company cell phone for all business-related transactions. Inside sales are not reimbursed for using their cell phone for company-related business. Outside sales representatives are required to use their vehicles for sales calls. However, they are given a company credit card to pay for oil changes and gas expenses. If the outside sales
representative can generate at least $60,000 a month in sales for three consecutive months, the
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