InfoTech Ltd.
InfoTech ltd. is a Mangalore based company, which has a country wide network. It is considered as a leading software company with a turnover of Rs. 7500 crore rupees. The company is growing rapidly and during the last year, the number of employees increased from 50 to 125. Most of the employees are graduate engineers with BE degree in computers, information systems and electronics and communication. The Employees in the sales field are MBAs with basic degree in science or engineering. The Work is high pressured and result-focused, in return for which large reward packages are given. The sales force in particular needs strong presentations and negotiations skills since the market is very competitive. Recently, however the company has been facing difficulty in selecting the staff of right calibre for sales positions (MBA degree holders) though they are able to attract candidates in sufficient numbers.
The HR manager analyzed the selection procedure to provide a more successful model for selection of the sales force. The Model allowed the selection process to:
· Identify differences between recruits that were important to the role
· Carry out the identification of differences in a reliable and consistent manner
· Make a valid predictions about the future performance of recruits with confidence
The findings revealed some interesting features relating to the basic skills and attitude needed for such a role. These were:
- What is seen as “professionalism” suggested as “an ability to deal sensitively with prospective customers, being “human” rather than clinical.
- Style of behaviour which was “non-threatening” and “non-arrogant” but also “challenging” when required.
- Skills like tolerance for ambiguity and a capacity to empathise with prospective customers
- Show “pride” in working with InfoTech and their product.
Questions
1. Which selection techniques could measure the attributes identified?
2. How Would the HR manager operate for the selection of a sales force?
