Test Yourself

Mini-cases are engaging, real-life business scenarios that stimulate great group discussions and personal growth. Try this one out. Read the case and see what you think the correct answer is. Contact us at info@flipskills.com for answers and check back for new cases.

Sample Case 105

When Hot-Off-The-Presses Sales Fail

On the third business day of every month, DDS Systems Consulting held their Executive Review meeting. It was a high profile, high pressure meeting where branch office executives presented the month’s activities to the Senior Vice President of Sales & Marketing. At the top of the agenda was the sales results and sales outlook by branch office - the part of the meeting that sent even the most audacious and successful sales executives into distress. The format was a video conference where each branch office filled their boardroom with the Branch Vice President, all the sales executives, and a few up-and-coming Customer Service Consultants.

Michelle, a Customer Service Consultant, was attending her first one. She joined DDS three years ago, recruited straight from University where her top marks, leadership capability, and community service had placed her among the top tier of talented graduates. Since then she had not disappointed. Michelle was recognized as high potential, worked hard and smart, and deftly handled even the most demanding client.

Pumped up for this opportunity, Michelle stayed late every night the week before the meeting to prepare. Last night while drilling down into the sales details, she discovered an error in her team’s figures; they overestimated sales by $30 million because of double-counting one sale. She sent a number of urgent messages to Joe Cooper, her sales team leader and the branch’s top sales executive, titled “Urgent, Please Read” but he hadn’t responded. This was highly atypical so Michelle arrived early for the meeting in hopes of informing Joe before it started. The presentation had already been submitted by the deadline, noon the previous day.

By 9:00, Joe hadn’t arrived but everyone else had. The Branch VP came in and sat down next to Michelle in the seat she had been saving for Joe. The meeting started, and Joe snuck in at 9:15 on the other side of the room just in time to speak to his team’s record-breaking sales month. Not quite record-breaking, thought Michelle anxiously.

What should Michelle do?

a) Michelle should speak up and give the correct numbers before the
    sales figures come up during the meeting. She should admit to
    having made the mistake; this will enable Joe to save face.

b) Michelle should remain quiet during the meeting but should
    inform Joe immediately after the meeting so that he can quickly
    manage through the situation.

c) Michelle should whisper to the Branch VP about her mistake when
    she gets a chance. He would have the authority to speak up if he
    felt it was needed.

d) Michelle should go over to Joe and whisper in his ear, or at least
    signal him to look at his Blackberry. Although a little disruptive,
    better to let Joe make the call.

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