Question 1: Measuring Effectiveness
According to Weinberg (2015), it is imperative that the organizational culture and
leadership be examined before taking a close look at the challenges that the salespeople in the
company face. Thompson, Peteraf, Gamble, Strickland (2016) define organizational culture
as common attitudes, beliefs, business processes, and overall company environment that make up
the way in which people function at work. In order to measure the effectiveness of the
salespeople, I would create an evaluation for both the leadership and salespeople to
complete that would ask them a series of open ended questions about their views on the
organizational culture and their current job responsibilities. After compiling the evaluation
results, I would bring the group together to both present the results and create a realistic plan of
action that includes all of the necessary steps for them to meet their sales goals.
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"Organizational Culture".
Question 2: Assessing Team Successes and Challenges
Weinberg (2015) pointed out the significance of engaging the senior leadership of the
organization in the process of working with sales teams. Weinberg (2015) stated that it is highly
unlikely that teams within the organization will outperform the stage that their leaders are
currently at. Therefore, I would assess both the positive progress and the significant
challenges of sales teams by first meeting with the team leaders and getting their perspective.
Furthermore,Thompson, Peteraf, Gamble, Strickland (2016) mentioned the importance of
making sure that the right people fit the roles that they are currently assigned to because the
wrong leadership role fit directly impacts the performance of the sales team. Finally, I would
encourage the team leaders to meet with their sales teams on a weekly basis for candid
discussions on current successes and challenges that they are facing so that they can be addressed
early in the process.
- Thompson, A., Peteraf, M., Gamble, J., & Strickland, A.J. (2016). Crafting and Executing
Strategy: The Quest for Competitive Strategy. New York, New York: McGraw-Hill
Education. - Weinberg, M. (2015). Sales Management. Simplified.: The Straight Truth About Getting
Exceptional Results from Your Sales Team. New York, New York: AMACOM.
