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You will take the perspective of Chris Perillo, a newly hired sales team leader in the Melbourne office of consumer products firm Alpha International. The firm operates internationally, and has a...

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You will take the perspective of Chris Perillo, a newly hired sales team leader in the Melbourne office of consumer products firm Alpha International. The firm operates internationally, and has a diverse workforce. The mini cases present a variety of issues and problems your new colleagues at Alpha International want your input on.
Your response essays to these mini cases should follow the general guidelines for case analyses.
That means, in your responses you will:
1. Clearly identify and justify what you think the main problems or issues are that need to be solved
2. Articulate an appropriate solution for these problems or issues
3. Evaluate the expected advantages and disadvantages of your proposed solution
EMAIL
To: Chris Perillo
From: Nicholas Summers, Senior HR manager
Date: June 8
Chris,
As you are aware, we’re in the process of hiring a number of junior sales analysts for your team. We had some trouble with retention last year – 3 out of the 4 junior people we hired last year have quit within the first 12 months. Some of them have told us in exit interviews that they felt the performance expectations were too high, the pressure they felt from account executives was excessive, and the support they got was insufficient. Some of the more senior account people in your team, on the other hand, complained that the new hires were not doing the work they were excepted to do, were helpless in getting the internal and external data they needed, and generally were a burden rather than a support for the account managers.
We need to do something.
I’m thinking we need to organize a formal onboarding program, to make sure that the new staff can hit the ground running. But what do you think? What do we need to do, to ensure that the people we hire really add value to your team.
Thanks,
Nick
Answered Same DayNov 03, 2019

Solution

David answered on Nov 30 2019
111 Votes
Introduction
    As per the given case study, the confronting challenges with the members of the sales team include the ever evolving difficulty management in terms of client handling. The firm deals with the national and international clients which make the company globally expanded. In fact, the quality services are provided when the building of faith is properly done within or outside the personalities of the members operating in various teams within the organizational premises. One has to admit the fact that the digitization of the business culture has resulted in rapid advancement in the working of professionals, making them literally ‘sick’ of their jobs. The need of the time—as the case study has suggested itself—is not only to hire the qualified staff for the team but also to make sure that the problems like job quitting do not take place very often as it affects the overall performance of the team in terms of sales especially.
Prime Factors of Successful Building of a Team
    The first aspect in this context relates to the hiring of the qualified staff. At the time of recruitment, the candidates who are about to be hired must response to certain simulated questions in the interview. These questions will be directed towards assessing their skills to handle the pressure which the job of sale demands every time. In fact, the dealing with the client along with participating in the promotional programs related with a particular product are mandatory for any sales executive,...
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