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.
-One sales representative complains that she has no way to keep track of her pipeline and sales forecasts in a way she can share with Victor,and that he goes for weeks without being willing to give her feedback on her pipeline and process,then demands up-to-date figures with no notice. Victor needs to work on providing consistent:
A)demonstrations
B)accounting
C)thoughtfulness
D)structure
E)consideration

Question

Quizplus · Accepted Answer

Victor needs to work on providing consistent structure to his sales team, including providing them with a clear process for tracking their pipeline and sales forecasts. This will help his team stay organized and will make it easier for him to provide feedback and support. Without this structure, it's difficult for Victor to keep track of his team's progress and to provide timely assistance when needed.

Victor Craig Is Sales Director for a Software Company Selling