Gordon sat down and stare at the screen. "48 unread messages!" He learn back on his black leather executive chair. There is something nagging in his mind. He wonders if he is spending too much time working in the office. For 3 years since he joined as a Sales Manager, the sales reps were very happy. Why half of them left in the last 6 months? All the Reps says they have too much work and pay is low. Are they asking for more pay? He recalls reading "First Break the Rules". Research by Gallup showed that the biggest reason for employees is their immediate superior. Could it be him who cause the turnover? Why now and not two or three years ago when he first joined? Could it be the changes the company going through right now? Benefits have been cut recently... Sales reps' enthusiam are gone, the energy and "the we are ready to conquer the world spirit" seems a little lacking...
With some many issues up his head, Gordon decide to go out for a smoke to clear his mind. He returned to his office minutes later and started tapping on his computer. Meanwhile Priscilla is back at the office. She sends out a couple of emails asking her staff to call up some company to do survey and gather information on sales rep's responsibility and pay. Then she pick up the phone and call her counterparts in other countries. She ask them to forward the sales reps salary scales and job descriptions to her by email...
Two weeks later, Gordon meet with Priscilla to discuss the process of his sales reps turnover issue. "Gordon, your sales reps are fairly compensated. They are getting more than 100% of their compa ratio. On top of that they have better incentive plan than sales reps in other countries..." Gordon interrupted "Priscilla, this is not possible. All those who left told me they were overworked and underpaid. They all have another job with higher pay..." Gordon's voice trailed off. "From the information I have your people are overpaid!" Priscilla was firm and her voice was cold.
To be continued....
