As a manager, you meet with each of your team members quarterly to review their progress toward their written and agreed-upon goals. One of your employees, Claire, had a goal of increasing sales in her territory by 10% in the first quarter of the year. However, when you review Claire's sales numbers, you see that her sales have actually gone down. You know that Claire is a hard worker and has an excellent relationship with her customers. When you sit down to discuss Claire's performance, she explains what is happening in her territory. A major automobile manufacturer, which once provided 25,000 jobs, has moved its operations to Mexico and laid off all 25,000 of its workers. As a result, the economy in Claire's region has become quite depressed, and the residents are living off their savings. Taking the steps of the planning/control cycle into account, what is your best course of action with Claire?

Taking the steps of the planning/control cycle into account, the best course of action for Claire is to adapt the realities of the territory of Claire and redraw the target set for her which was earlier to increase the sales target per quarter by 10%.

Explanation:

It is the duty of an organization to set realistic sales goals for the employees so that they do not feel burdened or depressed about achieving their targets. In the given case, the manager must make a practical consideration of the sales territory of their employee Claire and must understand and concede on her problem by reducing her sales target in accordance with the reality of the given area.

Further Explanation:

The managers have the responsibility to ensure that their employees yield productive result and hence they must understand their needs and requirements and must take due steps to fulfill them. In the given case, Claire is seemed to have become depressed with the fact that she is unable to achieve the targets set by the organization for her territory. The fear of coercive actions being taken against her for her incapability to achieve the task must have made her further depressed. Thus, the manager requires that he/she pays due attention to the problem of Claire and address it by setting the reasonable target.

Learn More:

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Keywords

Role of managers, managers motivate employees, realistic goals by organization, realistic target by manager, steps of planning and control, ways of achieving sales target, responsibility of manager.