Question

Cassidy computer systems has witnessed a gradual decline in the performance of its sales force since a key sales manager left the company for another position. While-educated and extremely knowledgeable about the computers that they sell, the sales force is not inspired by the management style of their new superior. using the concepts of sales force motivation, job satisfaction, and role perceptions 1) describe why salesperson performance may have declined at Cassidy and 2) recommend a sales strategy that Cassidy could adopt to improve the effectiveness and productivity of their sales force.

Answer 1

In this case, due to the change in management, there is a shift in the relationship dynamic between the employees and the management which may/may not be able to understand how the company used to function as a unit before. This could be the reason that the company has decline in the sales as well as employee motivation levels and engagement.

The company can utilize the experience from the older management, to be able to understand the way the employees need to be motivated. They need to take into account the driving factor which makes the employees work as hard as they can and stay motivated to do so. Essentially, utilizing employee enrichment activities, providing challenges, job fulfilment and an open communication channel between the employees and the new management would allow both the parties to express their views in a constructive way so that a middle ground can be reached beyween performance motivation and job fulfilment.

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