Marketing Case Study of a Sales Leader

Statement of Problem Based on the article, Joe’s sales manager definitely did not do a good job as sales coach and sales leader in this case. His action and behavior was not helpful to Joe in order to convert the sales instead his language and body language had made the situation worse. In addition, he did not coach Joe effectively before the call and on-the-job. Based on the textbook, “the best sales managers should have a vision of where the sales force is going, and they have the ability to describe that vision is exciting terms.” (Spiro, R. L., Rich, G. A., and Stanton, W. J.) Obviously Joe’s manager didn’t foreseen the direction of the sales meeting before it happened. Even though the sales manager had some valuable questions in mind after the sales call, however, he had some thoughts after the meeting, but he didn’t coach Joe effectively so that Joe can prevent it from happening again in the future.
Summary of the Facts The sales manager had realized right after the meeting with South Shore Hospital that how could Joe done better. However, he didn’t help Joe to prepare for this important account prior to the call. He could help Joe analyze the needs of Genie Model 465 for South Shore Hospital and try to approach their supervision needs and testing needs including how this product can improve the productivity of hospital staff and how the increase of efficiency can benefit the hospital financially. Moreover, the sales manager should done a better and more professional job during the meeting with the hospital. His body gestures such as twitched and squirmed in the seat aren’t making clients feel confident. Even though he did not say much like he promised, however, language like “try this…” and “tell him…” makes clients feel his frustration and his pushy attitude. According to the website, “One of the body language that can destroy a sales is excessive movement like unconscious actions like twirling a pen or tapping your feet are common indications of