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Don Philips |
Background
Tops in training class; picked
as star presenter; creative problem solver; very enthusiastic; self-starter
Performance
Good to fair activity; has
landed a few deals; reports are always late and usually incomplete; late to meetings;
disorganized; some customer service issues not dealt with promptly
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Persuasive Sales Report |
| Sales positions
which require a substantial amount of detailed follow-up will be quite difficult
for them. It is important that they use some form of time management system to
support the level of organization necessary for some sales positions. |
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| Your
Choice: |
Change
- Move the person to another position or modify the responsibilities of the current
position | | 3
months later
| | Since
giving Don a part-time sales assistant to help with his paperwork, Don's number
of presentations per week has increased, and with it, his sales volume. He is
even on time for meetings most of the time. | |
6
months later | | Don
has the sales assistant really busy following up with customers after his sales
calls. She has even gotten a few orders herself. Don is concentrating on new prospects. |
| 12
months later | | After
Don's sales assistant changed to full time, his production exploded. Free from
dealing with all of those details and paperwork, his energy has been focused directly
on producing new sales, and his business is up 40%. | |
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