Case. New Boss

659 WordsDec 1, 20113 Pages
I. The Summary. Business Equipment and Systems (BES), based in Birmingham, England, sells fax machines, data projectors and slim plasma screens. Nigel Fraser replaced Vanessa Bryant in the position of national Sales Manager. He was told to increase turnover by at least 10% and to create a high-performing sales team. But last year’s sales were over 20% below target because the sales team has a mix of nationalities (BES intends to enter other European markets in the near future). II. The Problem. Sales Department should reach the targets and create a high-performing team. III. The Cast of Characters. Business Equipment and Systems (BES) – a company, based in Birmingham, England, sells fax machines, data projectors and slim plasma…show more content…
The Options. The sales team should be divided into several groups. Each group will specialize on certain product. | Advantages | Disadvantages | People within the group get on with each other – friendly atmosphere | Still bad relationships within Sales department | High morale and as a result – meeting the targets | | The team should go on a team-building training organized by a special consultant | Advantages | Disadvantages | The team members will know more about each other | The training costs money | Completing some tasks the members will learn to help each other and the team spirit will be created | There’s no assurance that the relationships in the team will be better | Nigel should introduce a system of fines for poor performance and missing the targets | Advantages | Disadvantages | The staff will do their best to meet the targets and not to be fined | The atmosphere in the team can get worse | The company will get compensation for low sales | There’s no assurance that the relationships in the team will be better | VII. Recommendation In my opinion, the sales team should be divided into several groups. Each group will be specialized on certain products and share a goal. Into one group should be combined those people who get on really well. As a result, team spirit

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