Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-After a year of managing his new team,Johan reviews the team's performance and discovers that,despite being treated equitably by him,sales representatives he hired from outside the company are vastly underperforming compared to sales representatives he hired from inside the company. What is a change Johan could make to help these underperforming sales representatives perform at the level of the other team members?
A)Provide incentives for high performance that are not dependent on loyalty to the company.
B)Require the sales representatives from outside the company to rotate through at least three other departments in the company before they can begin selling.
C)Add in more psychometric testing in the hiring stage to guarantee that he is only hiring sales representatives with the temperament to meet goals.
D)Ask everyone in the department to log their time in ten-minute intervals so they are held accountable for their actions.
E)Include training on the company,company culture,and product knowledge along with the training he gives incoming sales representatives on basic sales skills.

Question

Quizplus · Accepted Answer

Since the sales representatives hired from inside the company are performing well, it suggests that they are already familiar with the company, its culture, and its products. Therefore, providing training on the company, its culture, and product knowledge along with the basic sales skills training to the sales representatives hired from outside the company can help them perform at the same level as the other team members. This will also help them assimilate into the company culture and better understand the company's products, which will make them more effective sales representatives. Incentives and psychometric testing may be helpful in the long run, but providing the necessary training should be the first step.

Johan Yee Has Been a Sales Representative at a Medium-Sized