Prof. Mark Stollar
In my opinion Joe should have gotten a better sales training prior to the sales pitch. The sales manager should not have acted in the manner that he did, during the sales meeting as it shows a lack of professionalism. Joe certainly needs to gain more knowledge about the Genie Model 465, and the manager needs to be clear about the sales plan before a sales meeting, and not after the meeting, as now they have lost a key business prospect.
The sales manager twitching and squirming in his seat during the sales meeting was definitely not a proficient behavior and I would suggest that he should act in a more professional ...view middle of the document...
Also, I believe that Joe needs additional training in terms of sales and bonding with prospective clients. He needs to do a proper background study of the clients’ needs before making a sales call and must have firsthand knowledge about the product being sold. Not only did Joe forget to mention the needs and priorities of South Shore Hospital but he didn't mention why the Genie Model 465 would be beneficial to the hospital and the importance of its analytic menu and co-oximetry panel for every testing needed in the hospital. Clearly, Joe did not do his homework before the sales call and was unable to meet his sales quota with only two weeks left in the quarter.
After the sales call, I don't think the sales manager coached Joe effectively. It seems like the manager just yelled at Joe and told him the things he is supposed to do but he never asked Joe what was the reason behind it. As a good manager, he should have asked Joe - why was his performance below par? Was he having any personal problems at home? Is he going through a rough time or addiction?
I believe that it is essential for the sales manager to bond with his salespeople in a professional as well as personal level and get to the bottom of their sales performance and hence evaluate them accordingly. Any great sales performance evaluation begins with clear goals that are in sync with the company’s core objectives. Good performance...