IDIS 433 Final Exam - Complete Solutions (Answered)

IDIS 433 Final Exam - Complete Solutions (Answered) Goals must be _______ down. Written Goals must be ________. Measurable Goals must be aligned to the corporate _______, ______, & ________. vision; mission; objectives Goals must be _________. S.M.A.R.T. Goals are ______ ______ and describe what we wish to _________. short term; achieve Goals are important to your team because they give you ________. Direction Specific and challenging goals has an avg. ______ improvement in productivity across 10 studies verse "do your best job" goals or no goals. 16% Teams that based their team development around structured team goal setting obtained __________ improved work performance. 20-75% Goal alignment - ensuring that all members of the org. are working to achieve the stated corporate obj - within their respective teams - within their own individual contributions (R&R) - everyone pulling in the same direction We all bring to the workplace both ______ & ______ goals. personal; career Research tells us that the more we can overlap these team goals, the greater the team's ___________. Performance S.M.A.R.T. - specific - measurable - aligned - reach-out or relevant - time-bound Action plans - a graph representing action steps necessary to reaching the goal in relation to e/o & in relation to time - can be used to develop schedules, delegations, staffing - can explain an upcoming project in terms of responsibility & time mgmt Format of action plans - action steps - champion - time Information: Action plans - sequence action steps chronologically - identify champion - communicate action plan to others in org - review at all team meetings Champion person responsible to make sure the action step is completed (may or may not actually do the step) "Recruitment: Eagles don't ______. You have to find them _____ at a time." - flock; one - Ross Perot "Selecting successful team members is one of the greatest challenges. One in five candidates turn out to be a dud!" Christine Galea Recruitment costs - placing advertisements - head-hunter expenses - mgmt time for entire process - training time - disruption within work flow Hiring a dud is costly - opportunity costs for lost sales - can damage company's reputation - doubling previous "costs" when replacing the dud Process _______ more thought and preparation than managers usually give it. The selection process for potential team players must be held to the highest _______. warrants; standards Maximizing recruiting efforts - maintain continuous pipeline - conduct campus hires - est. internship programs - seek referrals - develop/monitor recruitment KPI's - include competency profiling - develop interview questionnaire guides Planning - determining # of people needed - develop corresponding training - conduct job analysis - preparing job R&R - determining hiring qualifications Interview to find - great attitude for wanting to be successful & making customers happy - values that support the org's mission - natural talent for sales & working w/ teams/people Hint for hiring - hire for attitude/values first - hire for talent second - hire for knowledge third No matter how _____ a manager is, an executive with a ______ sales team can't surpass a _______ who has much better salespeople. good; poor; competitor Interviewing - develop a list of questions - sell the position & the company - interviewers talk too much....LISTEN - take your time in hiring what not to ask - lawful inquiries Trivia: What types of sales rep would you avoid hiring? - 80% anyone who was a sloppy dresser - 78% anyone who uses salty language - 77% anyone who has visible body piercings or tattoos - 51% anyone who looked unstylish Interview questions approach - traditional - behavior - situational Look for these traits when hiring new sales reps: - agile communicator - cool under fire - manage conflict - takes the heat - driven to succeed Common sense decisions on hiring - do you like them? - do they light up and get fired up about the work they will be doing? - are they only after a paycheck? - do they demonstrate passion? Retention an effort by the company to maintain a working environment which supports current staff in remaining with the company. Many policies are aimed at addressing various needs of the employee and to enhance job satisfaction Retention ideas - new hire orientation programs - provide above avg. compensation/benefit packages - teamwork practices to improve communications - pursue mentorship programs - fun/sincere employee recognition activities - training/development opportunities - flexible work-life balance - provide social activities - leadership/coaching training Roles & Responsibilities sales teams function most efficiently when members share common understanding of e/o R&R When R&R are clearly ______, team members are more _______. defined; productive Why some teams fail lack of clarity among members regarding respective roles, responsibilities, and the expectations they hold one another when working together to accomplish their vision, mission, goals, obj. The lack of clearly defined and followed responsibilities and expectations will lead to breakdown in relationships causing reduced communications. - Concepts and Research - Wiley & Sons Goal _______ and understanding how the individual's role supports org. goals were related to job ________ and reduced employee __________. clarity; satisfaction; turnover The development of ______ R&R involves the use of team ________, team ________, and _______ management skills. - written; communications; creativity; conflict - Field testing, mgmt role clarification; Personnel Psychology R&R describe: the tasks and decisions that are both unique and shared for each member of your sales team. The descriptions are developed through the involvement of the entire team Benefits of R&R - less duplication of effort - less confusion - lower disappointment & frustration - greater productivity - team members look beyond their own positions & learn to understand, respect, & value the unique contributions of one another "Members recognize that overall success of the team is a function of shared _______ & _______. responsibility; ownership The belief that everything must be done in teams is _______. Incorrect