What should Mark do?

Question

Mark slumped back to his desk after yet another frustrating sales department meeting. Alex, a moderately successful sales rep, had recently been promoted to sales manager and had presided over the meeting, which included Mark and the other sales reps. Mark tried to be patient with Alex, but he was reaching a boiling point. The organization configuration that Alex implemented was inefficient and demoralizing. Not only was Mark frustrated with the department leader, but also discussions with colleagues suggested that the other sales reps were equally frustrated. Furthermore, Mark and the other sales reps had proposed ideas that would improve the sales team, but Alex refused to listen to new ideas. Mark really liked the firm, his customers, and his coworkers, but his sales manager was driving him nuts.

Answer 1

1. Mark could go over his supervisor’s head and recount his frustrations with an incompetent supervisor to his supervisor’s manager.

Consequence: It is difficult to predict how the sales manager’s supervisor will react. On the positive side, this may be new information and the sales manager’s supervisor may be surprised to learn that one of her staff is not doing a good job. Alternatively, the supervisor may question why Mark circumvented authority instead of dealing with the sales manager directly. In addition, if the supervisor informs the sales manager that Mark went to her instead of dealing with the sales manager, the sales manager will not be happy. This could have negative consequences for Mark’s career at this firm.

2. Mark could explain his frustrations to the sales manager.

Consequence: This is a viable solution depending upon the sales manager. It appears that Mark has tried speaking with the sales manager before to express his frustrations and offer suggestions for departmental improvement. If the sales manager has not listened to Mark’s suggestions in the past, it is not likely the manager will listen now.

3. Mark could organize the other sales reps and see if they could collectively make the necessary improvements.

Consequence: While the sales manager might be upset if this group process was discovered, it is possible that the manager may be oblivious to the changes and just satisfied with the results. It is also possible that other sales reps. may have a better rapport with the sales manager and be able to convince the manager to make the necessary changes.