Unformatted text preview: ice and the items on her desk. She
set up folders for each of her team members, which included three account representatives and
two store merchandisers. ColorTech store merchandisers supported the account reps for the bigbox stores by working closely with customers to ensure that merchandise arrived undamaged,
replacement product was ordered when there was damage, and unsold product was shipped back
to the greenhouses for possible redistribution or recycling. Store merchandisers often were
promoted to become account representatives.
From her predecessor’s notes, Richardson assembled some basic information on her team
(see Table 1).
Table 1: Phoenix Sales Team
Account Representative Age: 32
Length of service: 8 years
Sales this year: $2.11 MM
Sales last year: $1.95 MM
Sales previous year: $1.85 MM Gregorio Torres
Account Representative Age: 36
Length of service: 12 years
Sales this year: $850K
Sales last year: $950K
Sales previous year: $1.05 MM Sarah Vega
Account Representative Age: 26
Length of service: 3 years
Sales this year: $950K
Sales last year: $1.10 MM
Sales previous year: $900K Chelsea Peterson
Store Merchandiser Age: 23
Length of service: 2 years Nick Ruiz
Store Merchandiser Age: 22
Length of service: 1 year
Seeking promotion to account representative Hoffman was the top salesperson in the company, and he had earned every award and
received every perk ColorTech offered. Richardson was not sure how he achieved his sales
numbers; his customers had limits on how much product they could purchase in a given season.
She figured he must be making phone sales outside his area, something Richardson did to boost
her own numbers in Chicago. If that were the case, she had to give him credit for taking that kind
Richardson had no information about Torres except that his sales numbers were low for his
tenure with the company and lower this year than last. She made a note to discuss this with him.
Vega was new to sales and had only been with ColorTech for three years. Her numbers were
sporadic from month to month and year to year. Richardson was unsure if she just needed more
time to build her client base or if something else was going on. Richardson made another note. 4 KELLOGG SCHOOL OF MANAGEMENT
Purchased by Chris Perronnet ([email protected]) on March 28, 2013 KEL629 GROWING MANAGERS Maybe she could give Torres and Vega some Friday afternoon lessons. She smiled at that,
remembering the empty office yesterday afternoon.
The sales team was supported by two store merchandisers, Nick Ruiz and Chelsea Peterson.
Both appeared to have arrived fresh out of college. Ruiz had apparently expressed an interest in
joining the sales team. Richardson liked that kind of initiative and decided she would talk to him
to find out more; if he had the right stuff, she would keep him in mind. First Meeting
Late Sunday night Richardson got a call from her regional manager, Campbell, who said she
would be unable make it to Phoenix in the morning and asked if Richardson could introduce
herself to her new team. Campbell also said she would e-mail the first quarter sales report to
Richardson for her to complete. The report had to be submitted by April 15—in eight days.
Although this was not exactly welcome news, Richardson figured she may as well learn how to
do the report now and entered the due dat...
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