Case. New Boss
I. The Summary.
Business Equipment and Systems (BES), based in Birmingham, England, sells fax machines, data projectors and slim plasma screens. Nigel Fraser replaced Vanessa Bryant in the position of national Sales Manager. He was told to increase turnover by at least 10% and to create a high-performing sales team. But last year’s sales were over 20% below target because the sales team has a mix of nationalities (BES intends to enter other European markets in the near future).
II. The Problem.
Sales Department should reach the targets and create a high-performing team.
III. The Cast of Characters.
Business Equipment and Systems (BES) – a company, based in Birmingham, England, sells fax machines, data projectors and slim plasma screens.
Vanessa Bryant – former national Sales Manager in BES, now she moved to a senior management position.
Nigel Fraser - replaced Vanessa Bryant in the position of national Sales Manager. Nigel is an ambitious and creative person with a direct, “no-nonsense” approach. Now he’s very disappointed with current sales performance and believes the team needs to be controlled more tightly and is underperforming because of bad habits acquired under Vanessa Bryant.
John – works in the fax machine market.
Eliana – works in the data projector market and with new products
Martin – works in the plasma screen market
Anna – works in the fax machine market.
Denise – works in the fax machine market.
Robert – works in the data projector market and with new products
Markus – works in the plasma screen market
IV. The Chronology.
Eighteen months ago, BES national Sales Manager, Vanessa Bryant, moved to a senior management position.
Vanessa’s replacement, Nigel Fraser, has been told to increase turnover by at least 10% and to create a high-performing sales team.
Last year’s sales were over 20% below target because the sales team has a mix of nationalities.
V. The Issues. Nigel Fraser has no influence on the team | VS | He’s
Business Equipment and Systems (BES), based in Birmingham, England, sells fax machines, data projectors and slim plasma screens. Nigel Fraser replaced Vanessa Bryant in the position of national Sales Manager. He was told to increase turnover by at least 10% and to create a high-performing sales team. But last year’s sales were over 20% below target because the sales team has a mix of nationalities (BES intends to enter other European markets in the near future).
II. The Problem.
Sales Department should reach the targets and create a high-performing team.
III. The Cast of Characters.
Business Equipment and Systems (BES) – a company, based in Birmingham, England, sells fax machines, data projectors and slim plasma screens.
Vanessa Bryant – former national Sales Manager in BES, now she moved to a senior management position.
Nigel Fraser - replaced Vanessa Bryant in the position of national Sales Manager. Nigel is an ambitious and creative person with a direct, “no-nonsense” approach. Now he’s very disappointed with current sales performance and believes the team needs to be controlled more tightly and is underperforming because of bad habits acquired under Vanessa Bryant.
John – works in the fax machine market.
Eliana – works in the data projector market and with new products
Martin – works in the plasma screen market
Anna – works in the fax machine market.
Denise – works in the fax machine market.
Robert – works in the data projector market and with new products
Markus – works in the plasma screen market
IV. The Chronology.
Eighteen months ago, BES national Sales Manager, Vanessa Bryant, moved to a senior management position.
Vanessa’s replacement, Nigel Fraser, has been told to increase turnover by at least 10% and to create a high-performing sales team.
Last year’s sales were over 20% below target because the sales team has a mix of nationalities.
V. The Issues. Nigel Fraser has no influence on the team | VS | He’s