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.
-Several of the sales representatives complain that Victor shows a lack of consideration by treating them as interchangeable cogs.They give the examples that the representative who is fluent in Spanish was not assigned the territory containing a high percentage of Spanish-speaking clients,and that Victor requires that the sales representative whose clients arrive at work at 8 am Pacific time and leave at 6 pm Pacific time be at work from 8 am to 5:30 pm Eastern time,thereby spending three hours each morning not able to do presentations. What is a way Victor could work on his consideration skills?

Question

Quizplus · Accepted Answer

Asking for input from the sales representatives and implementing their suggestions shows that Victor is willing to consider the needs and perspectives of his team members, which can improve their morale and job satisfaction. Taking a communication skills class or setting SMART goals may also be helpful, but addressing the specific concerns raised by the sales representatives is a more direct way to improve Victor's consideration skills. Making blanket policies or taking up a creative hobby may not address the root causes of the complaints and may not lead to meaningful improvements in performance.

Victor Craig Is Sales Director for a Software Company Selling