Question

Based on Jim Wilson case

1. Is the work pressure on Jim Wilson more or less compared to National Pharma ASMs? Why?
 Work pressure on Jim cannot be compared to National Pharma ASMs as the market
situation and team dynamics are different.
 In Jim’s case, the market had crashed, and companies were struggling to survive.
 When the sales are so bleak, a target of 30% growth was difficult to achieve.
 Members from Jim’s team were resigning and being fired. His team was close to being
extinct.
 Jim was new to the company.
 For National Pharma ASMs, market was good, and team was performing. Even the
representative in question, Vipen was well performing. Only issue with ASM was his
attitude.

2. How well did he take charge?

 I do not think Jim made a good start in his role.
 Out of his 6-member team, 1 was already on IP when he joined who was later fired. He
put 3 more on IP in next 4 months.
 Your team will have a feeling of insecurity and other members may resign fearing they
may be next.
 Market had crashed. Jim should have worked with him team to improve their selling
style and finding opportunities.
 However, his working style was good. He did not micromanage and provided an
informal work environment.

3. Q1/03 – Target 30% annual growth with same or less resources. As Jim, what would be your
next steps?
 Research whether the target is realistic and Discuss it with Minnelli to seek ways to
achieve it.
 Would not apply the “best on best” method like Jim.
 Would make my best representatives to be hunters who would find opportunities and
turn prospects into customers.
 My moderate representatives as farmers who would manage the top customers and
bring more sales from them. Also spend time with them to make them good performers.
 Allocate time with underperformers to understand their selling style and work to
improve it.
 Sending every nonperformer on IP is not the solution. It will demotivate them.

4. As Jim, what would do, if anything, to improve your relationship with RD?
 Minnelli was close to CEO, so Jim had to be extra careful dealing with her.

PCE 9 SDM 2020 2nd September

  Jim should have discussed about his team performance with Minnelli (RD) before
putting anyone on IP.
 Before inflating the target for his reps, he could have discussed it with her. Inflating
could work but also puts extra pressure on reps.
 An open hear to hear conversation would have helped to understand the underlying
cause more deeply.

5. As Jim, given his busy schedule and high pressure, how should he allocate his own time among
the many possible activities?
 Wilson was a new joinee to the organization and hence he should spend more time with
superior to understand the organization goal and seek ways to achieve it.
 Also, to understand the dynamics of the team, process speaking with team mates would help
him smooth sailing of the team.
 He should allocate his time adequately to all his team members instead of hand holding a single
member and trying to expertise him.
 He should also handle some accounts to uplift that so that he can lead by examples.

PCE 9 SDM 2020 2nd September