Description
Situation
You work for XYZ Company, a national sales organization of electrical products for developers and contractors. As a Regional Office Manager in Montreal, head office has recently communicated their intentions to transfer you to the Vancouver office with the goal of improving their poor performance. During your first few weeks in Vancouver, you begin to notice different work practices and expectations among your staff than you are accustomed to. Specifically, In Montreal, team members regularly called customers after a sale to ask whether the products arrived on time and whether they are satisfied. When you moved to the Vancouver office, no one seemed to make these follow-up calls. A recently hired employee explained that other co-workers discouraged her from making those calls, and another co-worker suggested that her follow-up calls were making everyone else look lazy.
Objective
- Describe why the team norms in Vancouver might be different from those in the Montreal office, even though the customers, products, sales commissions, and other characteristics of the workplace are almost identical.
- How can you utilize a transformational leadership approach to improve team performance?
- In your analysis, consider how strengths-based coaching will impact employee and team
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