What They Didn’t Teach Us in Sales Class – Extra Credit Assignment

1. Should Rick Lester "turn in his keys"?
Turning in his keys after only one month on the job (to include one week working alone), would be premature and unwise. Rick must realize that all jobs are challenging even with an abundance of knowledge and experience/expertise. A salesperson’s job is even more challenging given the long hours, hard work and the “calloused’ treatment of salespeople by buyers. Rick must exercise patience, perseverance and determination in order to successfully develop the skills necessary to successfully overcome these challenges which will enable him to become a better provider for his family and a better salesperson to Nabisco.

2. How should Mr. Brown handle this situation? What should he say to Rick?
As the Division Sales Manager, one would surmise that this was not Mr. Brown’s first case of a new recruit “quitting before testing the waters.” There must have been valid reasons for making an employment offer to Rick. It is therefore incumbent on Mr. Brown to have a one-on-one meeting with Rick in an effort to understand his reasons for quitting. Having spent his first three weeks of employment with Mr. Brown, he is most likely the only person that Rick probably feels comfortable with or looked up to (more so before his inconsiderate comment). He should offer some encouragement and inspiration – positive reinforcement, focusing on his strengths and the reasons for his hire. Mr. Brown could relate to his own experiences as a salesperson and the challenges he faced. Additionally, Mr. Brown could partner Rick with one of his premier salespeople so that Rick could get a better feel and understanding of his job. Teach, train and develop – that should be Mr. Brown’s mantra!
Rick cannot be labeled a failure until he is given all the tools required to do his job!

3. How can firms reduce high turnover among new sales personnel?
Firms can reduce high turnover among new sales personnel by providing better recruiting, orientation, training and the consistent use of the