Read the following and help with question 1,2,3,4,5. The questions are on the la

Question

Read the following and help with question 1,2,3,4,5. The questions are on the last page. Keep in mind this is a Sales-Marketing Class.

CASE STUDY 5 Professlonal Staffing Internatlonal Moves to Sales Coachlng Hanging prominently above Leslie Fraiser-Gainey's desk was a framed poster of Vince Lombardi, the Green Bay Packers' legendary Hall-of-Fame coach. A well-known Lombardi quote underneath his image read: "There's only one way to succeed in anything, and that is to give it everything." Being a had an overflowing bookcase next to her office desk. The selections indicated an ongoing self-education in best practices in selling, motivating a sales force, sales management, and other related aspects of her career. voracious reader, Fraiser-Gainey Atop the bookcase, a copy of The 4 Disciplines of Execution: Achieving Your Wildly Important Goals lay open to a chapter titled "Creating a Cadence of Accountability." Sales training had always been the cornerstone of Fraiser-Gainey's strategic plan in her role as director of business operations for Professional Staffing International (PSI Every year, her training budget included a minimum of seven days' in-house sales training, and one five-day outside training on teamwork activities. Fraiser-Gainey felt that expanding the education of her sales team was paramount to the success of her office. She always led by example, and worked side by side with her sales team during the training sessions. As director, she made it a point to be the first p to volunteer when an activity involved a role play, or some other task involving a step outside the comfort zone. Her rationale for putting so much emphasis on sales training was that was willing to make in its people, and the opportunity to bond as a group during the training sessions. every employee seeme d to appreciate the investment t the company Fraiser-Gainey earned a degree in marketing with a sales emphasis in 1990. After completing an internship with a local non-profit, she hired on as a talent recruiter with PSI after graduation. Leslie had taken the typical sales courses in college, and had gained experience with fundraising activities as part of her internship, but this was her first true sales position. Shortly after she started with PSI, she met her future husband. Tom Gainey was a computer p to make a career move in the early 1990s. Leslie came in contact with Gainey while prospecting through an alumni newsletter. It turned out they had a connection through a mutual college friend. After a phone call to him, using the college referral, Leslie was able to place him with a reputable engineering firm contracted for PSI's services. As a thank you for connecting him to his dream job, Gainey invited Frasier out to celebrate lunch-and the rest was history. Fast-forward 15 years, and the Gaineys are a family of five, balancing dual-career responsibilities and kid duties Frasier-Gainey did more than just place her future husband into a new career path with PSI; she went on to place more than 100 clients during her first two years on board. Her total client placement still holds the company record for recruiters. After a brief stop in account management, Leslie was promoted to director of business operations in 1995. Her responsibilities included staffing, training, motivation, and accountability of the 30-member sales team, split between recruiters and account r, and happened to be l

Explanation / Answer

Sales Coaching is one to one way of interaction with each and every sales representative individually and not on a group basis to know their strengths and weaknesses and give them personalized guidance and motivation to develop them as well as motivate them to give their best efforts to their services of sale. It is different from sales training in the fact that sales coaching involves a process in which the coach interacts with each and every individual personally rather than a group basis to understand their problems to guide them and motivate them to perform better. Training is way to teach a sales person what he does not know but sale coaching is a way to identify the talent within a potential and try to develop that talent by individual guidance.

2) Respect – She had the respect as she had been with PSI for 10 years and was respected in the office for her work ethics, organisational skills and enthusiasm.

Empathy-She had the empathy as it is evident from the case where it is mentioned that she worked side by side by her sales team in every training session as she believed that people will work better if they feel that the company is doing something for their own personal growth and investing on them.

Objectivity- It is evident from the paragraph that she was always in favour of training the sales staff and she used to get personally involved too in any kind of role play to work side by side during training programmes but now due to funds crunch external training was not possible and also the employees were losing out on personal front with apprehensions of missing target , no coordination between departments so there was a need to give individual attention to every employee.

3) Yes she had the required skills because of the following reasons:-

a) She had over 10 years’ experience in this field and knew the nitty-gritties of this profession.

b) She has proven her talent in a way that she was able to place 100 clients in the first two years of service.

c) She had the capability to get involved in any kind of training programme and work side by side

d) A coach should have the capability to get down to the bottom of an individual’s problems and she had been known for her enthusiasm and organisational skill.

4) Roadblocks are:-

a) Recruiters and account managers had started pointing fingers at each other

b) Office goals were started being challenged and believed to be unattainable

c) Prioritising of accounts ended if in arguments rather than in discussions.

5) A coach would best work with me in following ways:-

a) If the coach is willing to get deep into my strengths and weaknesses

b) Give me personalised attention and guidance

c) Motivate me in bringing out the capabilities which are within me but I am not able to identify it.

d) Dedicate proper required time for my personal, professional and performance improvement.

6) As a new hire I will feel privileged that someone so higher up in the organisation is giving me coaching and giving individualistic attention for an entire day, but this kind of entire day coaching will seem good for first two or three days of employment after which it will become mundane and monotonous as s result of which I will get demotivated rather than motivated due to excessive coaching.

7) Activities which should be focused on first to increase revenue:-

a) Immediately train and coach the new recruits in such way so as two perform at their best in order not to lose more and more clients as they were being ambushed due to lack of staff.

b) Look to bring about a change in the revenue model( Commission charges, profit sharing and simple placement fee) to attract new clients and keep old clients tied to PSI.

c) Bring about coordination between recruiters and account managers

d) Motivate employees individually and make them believe that the goals are achievable.

8) The sales coach should be from inside the company as apart from understanding each individually the coach also needs to know the company functioning properly so that he/she would be able to align personal goals along the lines of company’s goals.

9) A sales mentor will teach about a particular thing about which a sales representative has no idea, but a sales coach will try to find out what is already present within an individual but that individual is not able to utilise that talent. Mentor will teach in a group but a coach will give individual care. A coach will not only be a teacher but also a motivator and guide. A coach will know about the individuals strengths and weaknesses but a mentor will not know.

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