Coaching A Sales Team

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Please note:

This case study was compiled from generalized experience of the author, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:


Case Code : MKTG192 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges


Sales Force Management/ Training and Motivating Sales Force/ Individual Development Plans/ Coaching/ Control
Case Length : 6 pages
Period : --
Pub Date : 2008
Teaching Note : Not Available
Organization : --
Industry : Pharmaceuticals/Miscellaneous
Countries : India


This case (based on generalized experience) is about a mid-sized pharmaceutical company in India, DrugPharmz. Barun Sinha (Barun), was a successful first-line manager in the company who had developed a very good team that was high on team spirit and also very productive. But success brought along with it complacency. A discussion that Barun had with one of the senior members of his team made him realize that, of late, he had done precious little to take care of the developmental needs of his team members. Barun now had to develop individual development plans for each of his team members and also work out how he would go about providing coaching to them on an ongoing basis.


The case will help the students to:

Understand the issues and challenges in training the sales force

Understand the concepts, of On-the-job training, particularly coaching, and how it could be used to develop the sales force

Understand the issues and challenges in preparing individual development plans and explore ways in which sales coaching can be made more effective

Understand the issues and challenges in keeping a sales force motivated and also explore control mechanisms that can be put in place to ensure that the sales force get optimum results out of the coaching program

This case is intended for use in MBA/MS level programs as part of a course on Sales Force Management/Human Resource Development/Organizational Behavior.


  Page No.
Coaching A Sales Team 1


Sales Force Management, Training, Motivating, Control, Individual development plan, Coaching, Training needs, Sales organization, Team spirit

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