Describe the strengths and weaknesses of Jessica’s existing sales force.
Strengths
Jessica was a good manager, and leadership depicted several strengths. For instance, Jessica was always available to help her team in job-related issues during her regular engagements with them. Additionally, employee turnover existed; however, it was not high. The market was good enough for the salesperson to attain a high quantity of sales. There existed the spirit of Teamwork and cooperation among her team members, and they even accommodated the newly recruited persons. The degree of trust was as well very high, and Jessica did not need to carry out regular supervision throughout their course of duty
Weakness
Despite the good human relations that existed between Jessica and the team, their still some crucial gaps that contributed to losing motivation and eventually dissatisfaction. For example, there existed no job security, and the salespersons were entirely paid on a commission basis. In addition to this, Jessica ascribed needs on them and concluded that they were met rather than finding out from them what they felt to be a pressing need and needed to be addressed.
Describe changes to the company’s processes that would help better motivate the sales force.
The company should work on providing job security to the team. The current system in case one of the salesperson got sick and went for leave; he or she would not receive any payment just because they had not made sales. They can, therefore, amend the system and introduce monthly salaries and also commission based on sales.
Feedback was identified as a significant force in the sales team’s motivation level. Explain how Jessica could have enhanced her feedback process to improve the team’s productivity and sales numbers.
Jessica is not an open-minded individual who can accommodate the opinions of others. Therefore to enhance the feedback process, she should begin by first changing her attitude and finding what really bothered the staff forms their own perspective. Putting into consideration such factors and explaining the possible and impossible to the team so that they be on the same lane in an effort to achieve organizational goals would translate into an increase in productivity.
Describe how Jessica changed the sales force’s customer service emphasis.
When Jessica realized that the number of sales was decreasing, it did not have it in her mind that the quality of their products could have changed, and customers were unsatisfied, therefore opted for other brands. All she was concerned with was the number of sales. Customer feedback is essential, especially in a sales job.
In the end, two team members (Marius and Jose) were promoted off of Jessica’s team. Explain how she can maintain her positive momentum with their replacement team members.
In the course of the replacement, Jessica can reward the members of her team through promotion based on either performance or improvement, among other considerations for rewarding.