CASE STUDY: GROWING MANAGERS: MOVING FROM TEAM MEMBER TO TEAM LEADER 1. B!"# $% &'" ()*"% +!" !&,#-. "/0)%" %# %1-2" M"1)!! R)+'3#!$%4! 0)%#!"& ! 0%("3 %# '"3 +&,1 553$+' 6')1" &7)%( $% %"6 3$1". U!" 8"6 "/051"! 83$0 '"3 )%)&)1 "%+$,%&"3! 6)&' '"3 &"0 0"09"3!. Melissa Richardson, as a new sales manager in ColorTech, has been trying with her best in order to break into top sales ranks together with her new team from Arizona. However, she had to enconter with a series of isses and challenges aside from her bsiness goals. i) As a new manager, she has mindset of keeping on track for the best sales performance as she originally comes and gets success from. According to the case, Melissa Richardson already has sales targets to be hit. This actally is not a big challenge for Melissa becase she had been the top Chicago salesperson. And she has ni!e e"orts sch as e#panding the cstomers from otside the target area and available $ days weekly with on%call &nday. These all e"orts work for the cstomers' dependency and she cold reap their loyalty. &ince keeping on the achievement, Melissa simply gets ready to practice this again in order to keep the track on that (her team is always the best sales hit). *n the new team, she assmes all the team members shold have the same mindset with her to get the highest sales nmber. +irstly, she had to enconter in di"erent working days since the new team members do not present in o,ce even in +riday afternoon. &econdly, each of team members has di"erent desires, opinions pon working in sales team and di"erent interests. As instances from salespersons, Ale# Ho"man is the top salesperson in the company bt he relctant to sell new prodct -ct%.owers/. 0regorio Torres has long%year e#periences bt he dislike focsing on sales targets. &arah 1ega is less e#perience salesperson. Althogh less in e#perience is not matter mch, she still needs intensive training in order to keep on track and wider prodct knowledge. 2ot only salespersons, there are store merchandisers in Melissa's Team. They too, have di"erent perspectives. Chelsea 3eterson is an aggressive sta" not in sales bt in commnicating even to her boss. And she e#pects the e!al chance among colleages even she don't know the real sitation. &arah 1ega is also store merchandiser bt have strong knowledge pon the prodcts and process. Then, she e#pects for getting a better position. Actally, the employees' e#pectation may di"er or diversi4ed, it is only an ordinary case. However, for ColorTech at that e#act time, there needs to have the same grond for all the team members to boost their prodctivity p. And Melissa's approaches nder simple mindset coldn't work well with her new team. ii) She has desire for improving the whole teams performance and in more ofcial manner. *n order to accomplish her mission of improving the sales of ColorTech, the whole team mst move on and its performance is critical. Then, team members' synergy is re!ired to create by Manager, Melissa. Therefore, Melissa tried to nderstand each and every member of her team by meeting individally. Melissa believes that she can realize the mindset of each member and create a platform for improving the whole team's performance. Apart from the work performance, Melissa wants her members to be in o,cial manner sch as pnctality and decent commnication among colleages even by the other langages. Althogh she nderstands on the sitation of each member after individal meetings, she coldn't proceed for creating a platform for improving the whole team's performance. There are two reasons of failre to do so. The 4rst one is Melissa, herself, is ine#perienced in management and then weak in managing the sta"s with diversi4ed e#pectation. The second one is ins,cient time bond 5 she didn't have chance to review and reshape her team as new challenges and isses were coming. iii) She wants to apply what she has learnt for employee motivation and management practices. As a new comer for the team and new -promoted/ position for Melissa, every party has sensitive to some e#tent. +or Melissa, she has been trying to get ready as a Manager althogh she has no e#perience. The thing she has to rely is the contents from training, contacts to HR concern and the senior managers' sharing on their e#periences. To say simply, Melissa wants to apply what she has learnt on general management and hman resorce management in her new team. 6t from the side of the team, Melissa is seen as an e#ternal and the things those she want to apply is totally change process. As the reslt, change gets resistance. Additionally, Melissa is not well in &panish which is common langage in her new team especially for personal commnication. This point reslts two interrelated e"ects7 8/ she can't have fre!ent informal commnication with her team members and 9/ it makes more barrier between Melissa and her team members. :. B!"# $% -$,3 9$*" %!6"3. !,(("!& 8"6 1&"3%&)*" 553$+'"! &'& -$, &')%7 0- '*" '"15"# R)+'3#!$% 6)&' '"3 )%)&)1 8$3- %# "/51)% '$6 -$, &')%7 &'& +$,1# '*" !&3"%(&'"%"# '"3 5"38$30%+". As a new manager for both Melissa herself and of the sales team, mtal trst shold be bilt 4rst. +or bilding mtal trst, both party mst realize the actal sitations each other and mst nderstand clearly on what is going to do, why it needs to do and how it can be done. *n order to achieve this, .ent commnication is re!ired for free .owing of information among team members. +irstly, Melissa shold have good interpersonal skills especially while re%organizing the members of di"erent backgrond. *t wold be great if Melissa speaks &panish well bt this is not mandatory as interpersonal skill. *f Melissa can commnicate well with di"erent team members, the information .ow will become better and it will spport to nderstand each other and enhance clear vision among members. :nce all the members have clear vision or common goal, everything can easily be overcome. *f re!ired, Melissa can create more informal conversations among members rather than discssing in meetings. &econdly, Melissa shold focs on team bilding rather than sales focs. *n ordinary, yes, the main responsibility for Melissa and her team is sales target and it's in need to boost the sales p. However, withot taking time for team bilding and nderstanding among members -especially with team leader/, no goal can be achieved. After organizing her team with flly team spirits, sales target can be raised by means of Management by :b;ectives. Thirdly, Melissa shold be adapted in the e#isting environment before doing any change. This kind of adaptation is re!ired especially in lack of information abot the e#isting environment. As instance, Melissa didn't get enogh information on the conte#t of the o,ce that she was going to sit for managing. &he even didn't know the previos !arter sales performance< who are the sta"s at which capacities and what is their working style. At that sitation, she needs more information to nderstand the real sitation that she wants to make a change. *n order to get more information, she 4rst needs to adapt and absorb in the crrent environment for detail. +orthly, Melissa shold swift her approach from (* will make a change) to (=e shall make a change). &ince after the short%corse training of management, Melissa becomes enthsiastic to lead and manage her team in new ways inclding employee motivational schemes. &he was thinking all the time that she needs to re%shape or train her team members for target accomplishment. However, in actal, she had failed to do so becase of ins,cient time to get nderstand among members and create a common grond. *n addition, her approach shold be in participatory means. This means Melissa shold conslt with every team members for a change together. And she shold create a space for potential leader among team members. ;. U!)%( 553$53)&" &'"$3"&)+1 0$#"1! ! 3"1"*%&. +3)&)+11- %1-2" !$0" $8 &'" 93$#"3 0$&)*&)$%1 8$3+"! & 51- &'& )%<,"%+" %# !'5" R)+'3#!$%4! )%&"3+&)$%! 6)&' '"3 &"0 0"09"3! %# ="+& &'")3 &&)&,#". T$ '"15 6)&' -$,3 %!6"3! -$, 0- !5"+)>+11- 8$+,! $% "/051"! !,+' ! ("%#"3. +,1&,3" %# ("%"31 (5! %# '$6 &'"- )05+& $% &"0 +$00,%)+&)$% 6)&')% &'" $3(%)2&)$%. +or a team or organization accomplishing towards its goal, better performance of the whole team>organization is re!ired. *n order to get better performance, motivation is critical that bear throgh positive ;ob attitde of every member>sta". As a manager, Richardson, she is responsible to motivate her team towards better performance. According to Maslow's Hierarchy of 2eeds Theory, Richardson needs to nderstand the higher% order needs and lower%order needs of her team members. ?ower%order needs are physiological and safety needs those are fl4lling the physical re!irement of basic living and protection from harmflness on those fl4llment. Higher%order needs are social, self%esteem and self% actalization. &ocially acceptance and friendship environment, self%respect as internal esteem factors, recognition and attention as e#ternal esteem factors and driving to become capable, growth and self%fl4llment are of high%order needs. *n the sales team of Richardson, it re!ires to nderstand where level of hierarchy -needs/ the team members are presence and focsing on the above needs. +or the team members with new manager, Richardson, they may be fl4lled at physiological needs and safety needs which can be satis4ed e#ternally throgh their salaries. However, for the social needs, all the members are weak in acceptance of each other for di"erent sitation. The manager, herself, has relctance to accept the di"erent working cltre that she didn't e#pect before. The team members also have relctance to accept their new manager in the way of seeing the change maker for the whole teams' performance. @ven in the team members, acceptance of each other is weak althogh they may have strong friendship. As they are not accepted in work environment, they are not completely fl4lled with social needs bt may be fl4lled to some e#tent. After social needs, it is critical sitation in esteem becase the whole team coldn't show its achievement. *mmediately, they will not satisfy with internal self esteem need and continosly, e#ternal recognition cold not be achieved. :nce the needs are stopped in esteem withot satisfaction, self%actalization can't be preceded for fl4llment. Therefore, for the whole team of Richardson, it is important to focs on fl4llment of the esteem needs. To focs on esteem needs, the leader>manager is more important to give fll attention on each and every member and to recognize their single e"ort. +or recognizing the members' e"ort, every team member -inclding leader/ mst nderstand well on di"erent cltres of both individal and grop. @ach of the team members has speci4c individal cltres those other members shold notice and nderstand for acceptance. As a manager, Richardson shold also notice and nderstand the speci4c grop cltre -of new team/. +rom this stage, the fl4llment of esteem needs will become stronger and self%actalization needs will emerged after that. According to Two%+actor Theory of +rederick Herzberg, relationship between the sales team members and manager -spervisor/ plays as Hygienic factor while recognition plays as motivation factor. 6y creating better relationship between spervisor and spervisee, it shows the better hygienic factor leading towards (no dissatisfaction) of the employee. And by recognition on the e"ort of employee, it shows better motivation factor leading towards (satisfaction). Then if these two can be achieved at the same time, the employee's motivation withot dissatisfaction will improve retention and leads towards the organizational goal. According to self%determination theory which is contemporary theory of motivation, Richardson can initiate her team with incentives for hitting sales targets as e#trinsic rewarding. 6y means of e#trinsic rewarding, innovation is invited from the team members. Throgh innovations, the whole team will become dynamic and can achieve the satisfaction by fl4lling organizational goal. @#trinsic reward can be stopped at a point that every members of the team are sed to have intrinsic reward that they feel their e"ort comes from their actal desires and inspiration.