Primary File Info
Send Him with Todd!
Donald A. Carpenter, Kay A. Hodge
November 1, 2015
Strategy & General Management
corporate structure, management, management decisions, decisions, subordinates
Journal of Case Studies
Grey is a relatively new zone sales manager in the Colorado Springs sales branch of a mainframe computer company. His boss is branch manager Clint, who is very frustrated with Grey’s view of his job responsibilities and his ineffectiveness. The case opens with Clint recommending that Grey send the non-performing sales trainee, Sam, on a three-day sales trip with highly-successful but fairly new salesman Todd. The purpose was to enculturate Sam into the work ethic of the Colorado Springs branch. As their conversation unfolds, Clint realizes that the person that needs the enculturation trip more is Grey.