Worked in a warehouse and washed cars to earn money for school

March 2007- start working at dynamic displays as account executive

July 2007- Attended a week-long training at headquarters

Division VP Shannon and Mary Jacobs got to know him and Shannon took him over her wing, they got
several informal meetings

At the end of the week a Senior Market position opened and Green wanted it.

McDonald promoted him but she said “I will trust you but get help of others because you have no
experience in the field” (NUNCA FUE A PEDIR AYUDA)

September 2007- official promotion “Frank wasn’t happy by not being able to choose who would be in
the position that was gaved to Green”

ISSUES

Lack of management competencies, self-awareness, communication skills.

Thomas got promoted so rapidly without a proper process to see if his profile really fit the position.
Without enough managerial experience he got into the wall to face big issues with his boss. The harsh
and direct criticism from Frank Davis, both having different work styles and projections about future
sales.

Green isn’t aware of the weaknesses he has and the limited amount of knowledge of the work that most
be done. He’s resistant to the politics of the way of working in the company, presenting what his
immediate manager is asking for him by thinking that isn’t necessary. The bad communication among
him and Frank is leading to a big conflict were he is avoiding to work together.

Thomas

 Tendencia a Secundus por querer trabajar a su manera, pero a la vez flojeando y no haciendo lo
que le piden “los clientes piden tablas y Green no las hace (procastinating, makes excuses)”.
Pero también rasgos de primus por querer hacerse notar y mostrar que es muy bueno en lo que
hace “la primera venta que hizo”, buscaba una posición alta para prestigio
 Más people oriented por querer conocer más de lo que necesitan los clientes en lugar de solo
buscar venderles
 Tipo de conflicto con
 Solution; doing nothing and avoid it
 Origins, personalities
 Tendency, Avoider (no queriendose topar ni hacer nada con Frank, no regresar las llamadas). O
puede ser seeker cuando criticó la propuesta de David enfrente de todos
 Defense mechanism: rationalizaton “los objetivos que puso están mal y no se pueden alcanzar”
 Tipo de motivación: Extrinseca por querer el reconocimiento pero sin hacer, su motivación es
que lo aprecien y lo conozcan
Work styles:

 FRANK: Looks for quick response, results-oriented, very strategic, likes good communication,
structured, hard facts
 TOMAS: more individualistic, likes autonomy not being managed (as a seller he didn’t have to
respond to others), bad communicating to everyone on his team, not structured (speaks with
clients but doesn’t deliver what they ask for)