A Management Challenge

Here is a little management challenge for you:

You are a world class management consultant. You have been brought in to fix a problem at Big Company, the world's premier Thingamajig producer. The BC CEO tells you that except for the occasional hiccup, Thingamajig sales have been good for the past two years. Sales have been climbing for some time, but now they have suddenly dropped dramatically. The CEO shows you a sales chart to drive the point home:


Some finicky person has provided a table with the raw sales data next to the chart:


The sales department has 12 people. Most are experienced sales persons. There are three junior sales persons with less than two years of experience. One of the more experienced sales people got married in June.

The CEO wants you to bring sales back to the original level, quickly.

What should you do? Assume that the CEO trusts your world class reputation as a management consultant, and will do whatever you tell her.

If you want to take up the challenge, comment this post directly, or tweet me: @Kallokain.

I will post the correct solution in a couple of days. I should warn you that the solution is probably not what you expect.

Comments

Post a Comment

Popular posts from this blog

Waterfall vs. Agile: Battle of the Dunces or A Race to the Bottom?

Image
The major software methodology wars since the mid 1950’s. Someone was wrong on the Internet, so here we go… In a recent HBR article, It’s Time to End the Battle Between Waterfall and Agile , the author sets up a false premise: There is a war between Waterfall methodology and Agile. The war must end. And finally, you can combine the approaches to get the best of both worlds. This sounds good, but the article is based on a misunderstanding of both Waterfall and Agile. Also, there is no war between Waterfall methodology and Agile. There can’t be, because Waterfall methodology does not exist! Waterfall is a name for large projects that failed in the 1960’s. Waterfall was never a methodology, but a failure to apply the methodologies that existed back then. As I will show towards the end of this article, at least one of the “successful” Waterfall projects mentioned in the HBR article was neither successful, nor a Waterfall project. I got invaluable help from Alistair Cockburn. He fact che
Read more

Performance Evaluations, Business Strategy, and Agile Methodologies

Image
It is performance evaluation time in many companies. This can be stressful, both to the people being evaluated, and the people doing the evaluation. In companies adopting agile software development methods, the tension can be extraordinary. Individual performance evaluations run counter to agile philosophy, which emphasizes team performance over individual performance. However, managers and corporate leaders need to take a few steps back, and consider the impact performance evaluations have on the organization as a whole. Especially now, in the midst of a recession, it is important to look at a companies current policies to see if they can be improved, or if they are actually holding the company back. So, how can a manager evaluate policy? Performance evaluation policies can serve as an excellent example. I'll confine myself to discussing the so-called ‘rank and yank’ methods. These are performance reviews were employees are ranked using a forced ranking system. It usually looks so
Read more

Agile Requirements Structures, Part 1

Image
If you have worked in large Agile projects or programs, you may have noticed that there is often quite a bit of confusion about requirements, what the requirement types are, their purpose, how to write them, how to use them, and above all, what not to do with them. There are many causes for this confusion. Here are some of the more common I have seen: Nobody in the organization has read up on the requirements model it is using, so everyone makes their own interpretation. The organization deviates from a standard requirements model, but nobody knows which standard model the organization is deviating from, and/or there is no agreement about how they deviate from it. The organization has not documented its own requirements model very well. The organization mixes two or more different requirements models, often without realizing it. The organization has documented its requirements model, but finding the documentation is an epic project in itself, on par with when Henry Sta
Read more