ZenRecruit: Sales Coaching and Performance Reviews
Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales coaching plans, and provides students with the opportunity to role play these difficult yet important performance-review discussions. It is suitable for Sales, Marketing, Organizational Behavior, and Entrepreneurial Management courses.