Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country.He has been with the company for 14 months and manages a staff of six sales representatives,as well as covering a four-state territory himself.
One Monday the CEO of the company calls Victor into his office and tells him that management is dissatisfied with his performance as sales director,and that they are giving him 90 days to turn his performance around or he will be fired.
-The most practical change management could make that would allow Victor to improve his management and leadership skills and focus on those tasks would be to:
A)fire the current sales staff and hire new sales representatives who do not have a negative impression of Victor yet
B)give his sales territory to a sales representative so Victor can focus on managing and leading instead of selling
C)simplify the software so Victor wouldn't have to worry about training the sales staff on product knowledge
D)move his staff to a different department so he would have no direct reports

Question

Quizplus · Accepted Answer

Giving Victor's sales territory to a sales representative would allow him to focus on managing and leading his team without having the additional responsibilities of selling. This would give him more time and energy to improve his management skills and work with his staff to improve their performance, which could help turn their sales numbers around. Firing the current sales staff or simplifying the software would not necessarily address the root cause of the problem, and moving his staff to a different department would not address his own performance as sales director.

Victor Craig Is Sales Director for a Software Company Selling