Rohit Mittal (1302-124)

Analysis: Case on Motivation

We will do a thorough analysis of the following for the underperforming sales man :
1. Professional achievements
2. Highlights of personal life of the salesman

A. Lisa Dolan
Professional
1. New representative who joined 5 months back
2. Impressive academic past and job interview which implies she is sincere
3. Her husband is in medical school specializing in dermatology hence she has got contacts
4. Completed companies three week training program
Personal
1. Recently the couple has bought a home on loan for which they are paying monthly bank
installments

Option Chosen (D) Offer to help her in any way you can build up her sales
Explanation She is able to contact MDs in the area; the factor that is affecting her sales is the inventory
with the distributors. Since she is new, the reason behind her below expected p[performance is clear ,
additionally she is willing to work hard and excel owing to the bank loan, I as a manager should offer her
to help her to build sales volume .
B. John Crosby
Professional
1. New territory assigned to him which he feels has a smaller area and lower birth rate, which are
affecting his sales
2. Worked with omega for 6 years
3. Looking for another job opportunity
4. Insistent on comparing his performance with Sarah Brown which he claims has a territory having
similar issues

Option Chosen (B) Try to persuade John that the redistricting plan is equitable. Be prepared to compare
his performance with Susan Browns
Explanation We should try persuading him not to leave, because once he leaves than the time and
money resource company need to invest in another MR will definitely be needed. But at the same time
we can show him the comparison between his and Susans performance which is significantly different
due to percentage of MDs contacted by both and ask him the reason for the same , letting him know
clearly that it is not territorys potential but the percentage contact with MDs thats affecting his sales

C. Jim Clemons
Professional
1. Worked for Omega for three and a half years
2. Not a good performer over the years
Personal
1. His father passed away 5 months ago which possibly means either he is not able to move on or
has inherited wealth from him or both
2. Has got a family including wife as he called me over for a dinner
Option Chosen (F) Ask to accompany Jim on series of Sales calls
Explanation Five month is sufficient a time to move on and he has got a family to support him (including
wife) , and if he says he thinks he wasnt able to spend time with him due to his work , that is not
reflected in his past performance. There can be a possibility that he has inherited wealth and is not
interested to work anymore. Its important for me to understand reasons behind his poor performance
and therefore this can be tracked and understood by his daily routine on job.

D. Wilson Thomas
Professional
1. Been with omega for 21 years
2. His performance became poorer as I took over
Personal
1. His is ofd fashioned , old school , denies personal responsibility and doesnt accepts any change
Option Chosen (F) Tell him this is it. You are at the end of the rope with him, Establish your willingness
to help in any way you can, but either he comes up to standard next quarter or hes through with
Omega

Explanation
He is unwilling to change due to his nature and experience (even with this attitude he thinks if he has
survived, he will continue to ) and as a result of this he has shown consistent poor performance. Owing
his association I am extending the last hand of help I can, but he has to make sure either he changes or
not. He is definitely experienced and knows his loopholes but if he is not ready to accept and work on
them , there is no possibility he can work with me and my team , because this will in turn set a bad
example to rest of the team and their morale, which I as an manager cant afford.

E. William Spaulding
Professional
1. Been with omega for 8 years
2. Terrible performer
Personal
1. He is golfer , and often networks with clients on golf courses
2. Shows up in fashionable and sophisticated clothes during companies functions
3. Known by many in the company
4. Has got a fine educational background
Option Chosen (A) Ask around the company discreetly to find out more about Buffs reputation as a
salesman and how he is able to maintain the life style
Explanation
Its important for me to know does he really wants to build up on his performance in future or not ,
because going by his lifestyle eaven with such a poor commission it seems he comes from a rich family
and doesnt work for livelihood . This implies he wouldnt have any effect of commission for motivation
and work , and then I need to figure out what can be done with him