You have recently been appointed Sales Manager in a company selling cars and are heading a sales team comprising of five salespersons, each of whom has a specific sales target. Except for one salesperson named Tony, all salespersons are meeting or exceeding their respective targets. The market is expanding, demand for cars is high sales could be increased even more but there is shortage of car production leading to low inventories. Profits can also be increased further by revising costs, increasing margins, and providing service facilities to maintain cars. Tony has recently migrated to Canada. He is facing problems in meeting his expenses, finding accommodation for himself and his family, getting accustomed to the local culture, food, living habits, weather, etc. His wife had contracted Covid on arrival and is now recovering slowly. In this new Canadian environment, Tony feels lonely and isolated, not having friends, has a feeling of failure and low self esteem also as he is unable to meet his sales targets. Although Tony has been very successful before migration to Canada in another country and is highly qualified having diplomas in both Automobile Technology as well as Business, along with 11 years experience, he is quite demotivated because of the above issues. Further, his past experience and skills are not directly related to sales but are more related to market analysis and research, doing costing and determining prices of cars, managing inventory and maintaining cars Unfortunately, he has found that his pay, incentives and rewards are considerably less than his other sales colleagues who also seem to work together well as a team, while Tony has still not become an acceptable and effective team member As a manager leading your team, 1) How will you apply Maslows Hierarchy of Needs and the Expectancy Theory to resolve Tony's issues. 2) How can you redesign Tony's job so that his skills, tasks and past experience are fully utilized? Can you consider alternative work arrangements for Tony considering his current situation? 3) What measures will you take to improve your Sales team's composition processes and effectiveness? How will you redefine Tony's role so that instead of performing as an individual, he participates more and becomes an active and motivated team member? Format:
