In the world of sales, there are often no right answers. What would you do in this tough sales situation? Make the call below, and see instantly how your judgment compares. Final results will appear in LBM Journal. Be sure to check back next month for a fresh Tough Call.
Tough Call - As The Inventory Turns..
From her first day on the job, you had high hopes for Candace. And she hasn’t disappointed. Ever since the fresh college grad was hired as an inside sales trainee, she managed to stand out. In short order, she worked her way out from under the “trainee” label, and established herself as an up-and-comer in your company. When the opportunity arose, promoting her to outside sales seemed like a logical move. After all, she’s smart, personable, results-oriented and customers love her.With just over a year on the job, working with accounts that your other outside sales guys couldn’t—or wouldn’t—build, Candace is quickly making Daytime Lumber their primary supplier. And she’s managing to grow her sales without having to cut price. At this pace, she’s poised to become your top rep by the end of the year.
Unfortunately, what started as a simple business decision has evolved into a real-life soap opera. The cast includes:
- Candace, or “Candy,” as she now prefers to be called, has a new look for her new position—and the attitude to match. Her new “outside sales” wardrobe is noticeably tighter and more revealing than what she wore in her days as Candace. She resents suggestions that she dress more professionally.
- Grace the bookkeeper used to treat Candace like a daughter. No more. Grace says that Candy dresses like a “tramp,” and makes snide comments about “what she’s really selling.”
- Randy, Jim and Woody—your other outside salesmen—are visibly distracted by their new peer. It’s not just what she wears, they claim. It’s the way she does business. They feel that the way she uses her gender gives her an unfair advantage. As her sales numbers climb, so does their resentment.
- Bob Fossil, the grizzled old entrepreneur who launched the company in 1945 and remains active as the company’s sole owner, warned you that putting a woman in outside sales was just asking for trouble. You respectfully disagreed, and vowed to bring him into the 21st century.
You want Candy to continue growing her sales, but you miss the family atmosphere that used to define your company, and know that it needs to return soon, or you’ll start to lose valuable members of your team. Then again, the last thing your company needs is a sex discrimination lawsuit.
What should you do?
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| Answer | Votes | Percent |
|---|---|---|
| Visibility |   | 50% |
| Watermark |  | 12.5% |
| Ignore It |  | 12.5% |
| Prosecute |  | 25% |
