Coaching A Sales Team

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Case Details:

Case Code : MKTG192
Case Length : 6 pages
Period : --
Pub Date : 2008
Teaching Note :Not Available
Organization : --
Industry : Pharmaceuticals/Miscellaneous
Countries : India

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This case study was compiled from generalized experience of the author, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Coaching A Sales Team Contd..

Barun immediately joined DrugPharmz and, after some initial hiccups, adjusted to the new role and responsibilities of an Area Manager. DrugPharmz had been doing well in the North-Eastern Region (NER) of India where Barun's territories were located.

In Guwahati, three MRs reported to him. While the areas in which these three MRs worked were clearly demarcated, they had to work together to achieve the sales targets for Guwahati.

The MRs of Bongaigaon and Nagaon, two other towns in the region, also reported to Barun (Refer to Figure I for DrugPharmz's sales organization in the NER).

Marketing Management Case Studies | Case Study in Management, Operations, Strategies, Marketing Management, Case Studies

While three of the members of his team were relatively young, the other two were older, close to his own age (Refer to Table I for brief profiles of Barun's team members at DrugPharmz). Barun soon succeeded in establishing a good rapport with all his team members.

Barun believed in working hard and pushed his team members to work hard as well. He also took care of the training needs of the new team members, especially of Ranajit, Rajen, and Sujit. There was mutual respect between Barun and his team members and there was very good camaraderie, especially among the Guwahati team. Not only did Barun believe in working hard, but he also celebrated hard every time they attained or surpassed the sales targets. And this happened quite often. As of 2008, Barun had seldom missed his sales targets. If some members of the team were unable to attain their sales targets due to some reason or the other, the others pitched in to ensure that team's target were met.

At times, the team took up stretch targets to ensure that the region did not miss its target. A year ago, Barun had enrolled for an MBA course in the distance learning mode and felt that once he completed the course, he would be able to able to apply for a higher level position. He tried to relate whatever he learnt on the course to his work...

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