SITUATIONAL ANALYSIS

• AccountsBack – Provided software automation to its clients – Small & Medium

Business Enterprises
• Sales People – Highly incentive bases system
• Junior Sales people – focus on new clients – Senior Sales people – Focus on
relationships
• Wendy Peterson – Top of her class Ivy Leaguer, overachiever, overzealous
• Fred Wu – Hired to capitalize on the growing Chinese Markets in Texas
• Incompatibility of personalities
• Wendy’s emphasis on an idealistic sales person behavior
• Fred Wu’s introverted nature
• Wu’s increasing work in a silo and request for a sales assistant
• Eventual threat of moving to a competitor
 PROBLEM STATEMENT

A decision needs to be taken on the matter of providing a dedicated personal

assistant to a 1 year veteran sales executive, Fred Wu, which in turn might decide
his continuity at AccountBack’s Plano Texas Office.
 OPTIONS

1) Let Fred Wu leave the company.

2) Accept Fred Wu's Demands and comply with him.
3) Find a middle solution wherein the demands of both are met
(Accept Fred’s demand and in return make him comply with the company norms and
talk to him regarding changing his behaviour and ask him to also increase sales
target)
 CRITERIA FOR EVALUATION

1. Workplace morale
2. Department performance
3. Loss of future / existing clients that Wu is dealing with
4. Cost consideration
5. Feasibility in short and long run
6. Preservation of company policies
 EVALUATION OF OPTIONS
1) Let Fred Wu leave the company.
2) Accept Fred Wu's Demands and comply with him.
3) Find a middle solution wherein the demands of both are met

Criteria Option 1 Option 2 Option 3

workplace morale Met Not Met Met
Department Not Met Met Met
performance
Loss of future / Not Met Met Met
existing clients that
Wu is dealing with:

cost consideration Not Met Met Met

feasibility in short Not Met Not Met Met
and long run
preservation of Met Not Met Met
company policies
 RECOMMENDATION

It would be recommended accept Fred’s demand and in return make him comply
with the company norms and talk to him regarding changing his behaviour and ask
him to also increase sales target.
 ACTION PLAN

1. Change tact, and be more curt and respectful overtly towards Wu. Understand
his customs and where he’s coming from. Sign him like he signs his clients.
2. Make a joint target plan for Wu in terms of numbers and responsibilities for the
coming quarters and aid him in his work.
3. Assign Wu a leadership role in mentoring his expert services in a domain of his
liking and choice to get him more involved in the office.
4. Ease the administrative load on him. If an assistant is the only way, Wu
deserves it and might need it. The rest of the office can be made to follow his
example.
 Thanks!

Any questions?