Sales Dilemma :

Technimotors Industries

Company Profile
Technimotors Industries is a Midsize Engine Fabricator company. Which is planning for its expansion and grow from regional player to national player. CEO of company Mr. Kamlesh Pande always believed that his companys success was in word of mouth and Quality that spokes itself.

With a Vision of Growth he hire an Experience sales guy to lead his sales team who knows how to sell very well & how to get performance out of people under him.

Technimotors Industries
Organization Structure

KAMLESH PANDE CEO

ARINDAM Sales Person

AMRITA Sales Person

SUNETRA Sales Person

Other Existing Sales Guys

New Organizational Structure

KAMALESH PANDE CEO

SANJAY CHOUDHARI Sales Head

ARINDHAM

AMRITA

SUNETRA

Sales Person

Sales Person

Sales Person

Few Other Sales Guys Recruited By Sanjay

Other Existing Sales Guys

New Leadership
Mr. Kamlesh Pande was worried about how his existing salesperson would react on appointment their new boss & how they would deal with increased expectation from him . But Sanjay Chaudharys charm won them over and everybody was comfortable working under him.

Multimillion Dollar Deal with Bharat Motors

One fine morning Sanjay Received call Bharat Motors one of the Big Player in the business and they show interest in buying motors from Technimotors Industries.

CEO Mr. Kamlesh Pande becomes very happy to work with such a BIGLEAGUE outfit like Bharat Motors. Sanjay Choudhary Explains the his plane about how he is going to Deal with Bharat Motors Representatives.

Sanjays Plan to seal the deal

Sanjay Chaudhary plan to take Bharat Motors guys directly to Dinner as soon as they land in and then to the Strip Club. But CEO couldnt digest this easily. While giving explanation to CEO Sanjay tells him that this is no new thing for our company and our Top Sales guy Arindham has done this in past to pull the business from competitor. Sanjay also adds that he remember from his past experience that some manufacturer even provided hookers to their customer to seal the deal. And here he is providing just what customer wants

Deal is Signed..
Within a month Bharat Motor signed Multimillion Dollar deal with Technimotor Industries. CEO announces party to celebrate this success and tell his people that once again it has came down to workmanship. Sanjay takes this opportunity to justify his action Mr. Kamlesh that how is it Legal to take clients to Strip Club .

Sales Persons started becoming uncomfortable

Amrita Companys first sales person starts feeling uncomfortable upon asked to produce expenses report by Sales Head Mr. Sanjay Choudhary. She felt she is unnecessarily being questioned for her integrity and pressurized to meet higher goals. She expressed her stand with Mr. Kamlesh and tell him how Mr. Sanjay is actually producing bogus receipt for his expenses. She responds by her resignation but CEO asked her to hold for moment.

Another Salesperson feels offended

Sunetra one of the finest Sales person whose performance also appreciated by Mr. Sanjay Choudhary felt offended . This is because she felt that it will be better to Let Mr. Sanjay to handle Galaxy Corporation which is approached by her would be an appropriate move seeing Mr. Sanjay Success with Bharat Motors Deal. But When actual meeting took place she was kept away from it by Mr. Sanjay. She Felt Discriminated. Gender Equality Issue .

Q1. Would Sunetra try to sue the company?

Ans: No
1) Sunetra was an assertive woman (and she would have definitely fought back) 2) Extensive sales experience before joining Technimotors 3) Sunetra would know that communicating her thoughts would probably be the best solution

If sunetra does not Sue the company

1) It would do world of good for the company as well as Mr Kamlesh It would help Mr. Kamlesh solve the existing problem between the employees BUT Will Mr. Sanjay ever understand the gravity of this problem? Will Gender Inequality be ignored?

2)

3) 4)

Will Sunetra sue the company?

Ans : YES
1) 2) 3) Gender Inequality Double Standard Taking away the credit

If sunetra sues the company

1)

It will teach sanjay a good lesson 2) Double standards and Gender inequality hold no place in a company.

NEGATIVE EFFECTS: But If sunetra sues the company1) It would TARNISH companys image. 2) Things that could have been solved by having healthy discussions will be blown out of proportion.

Q4. How should Mr. Kamlesh Respond ?

Ans :

Present Situation : Problems In Sales Team

Mr. Kamlesh has started getting complaints against his Sales Head Mr. Sanjay Choudhary.

His sales team was initially charmed by Mr. Sanjays qualities but later on it began developing feeling of being offended.
Mr. Sanjay and Aridham has used unethical ways to seal the deals. Mr. Sanjay expects accountability from persons under him but himself was producing fake bills.

 Solutions to Problems :
CEO can have talk with his Sales Head to be soft on his team members (Sales persons) and shouldnt pressurize them until and unless it is necessary. Sanjay should also not question their accountability every time as company have full faith on them and would not cheat. They should be treated with full respect.
Company should not practice any unethical and illegal way to close the deal and rather focus on Quality if their products which spokes for itself. This will make sure that organization image wont get tarnished ever. There should not be any kind of Discrimination within the team. And everyone should focus on workmanship rather following than PROVIDING THE CUSTOMER WHAT THEY WANT policy.

 Alternative Solution :
Taking strict actions CEO can respond to complaints of his sales persons by giving Mr. Sanjay warning or directly firing him.

Follow stringent legal & Ethical practices.

Its Positive and Negative implications :

On Positive side it will help sales team to work in stress free , discrimination free environment and achieve target better .

On negative side company may loose highly efficient Sales guys who brought Big Business to company.

 Optimum Solutions: These will be in between Solutions and Alternative solution mentioned before. In stead of taking strict decision or giving warning CEO Mr. Kamlesh Pande will have a advisory talk with Mr. Sanjay his sales head where he will amicably put all complains against him and ask him to avoid such actions in future and work as a part of team and not apart from team. This will help CEO to retain his most important guy from his business point of view and also will not make him feel bad. He will ask his Sales team to have ethical practices to some extent so that it wont tarnish companys image. Means arranging the meeting with client in Restaurant / Bar will be acceptable but taking them to strip club and providing them hooker will not be accepted ever.