You have been asked by the CEO of Australian Hardware to recruit a sales team at Wollongong Store in view of declining sales reflected in the current sales report presented by Lynn Lee (Finance Manager Wollongong)
You need to prepare and submit a project plan for approval in response to the request detailing your strategy, budget requirements, timeframe, number of staff to be recruited with job specifications. You will be assisted by Jason and Mary from the administrative team at Wollongong.
Instructions: You need to read the scenario given above carefully and access simulated workplace documents of “Australian Hardware” using a web link given below You must review the following documents available on Australian Hardware intranet
- Vision and Mission statements
- Organisational Chart
- Marketing Plan
- Recruitment policy & principles Procedure
- Develop the project proposal. Read the information in scenario carefully and prepare a project proposal.
- Obtain approval: You need to complete the project and submit it to your assessor for approval. You must obtain signed approval for your proposal from your assessor before you proceed with your project.
- Identify team objectives
You need to identify your team objectives for this project. Prepare minutes of meeting with an agenda to debrief your team about the project, set roles and responsibilities. - Gap analysis
You also need to write a procedure to conduct skills gap analysis on your team members.
- Develop individual performance plans
Develop a performance plan with each of your team members to address skills gaps. This performance plan must be implemented in the second stage of the project. -
Fill the gap analysis template provided with the assessment.
Fill the individual performance plan template provided with the assessment. You need to fill two of these, one for each member.
- Communicate to resolve issues
- Submit to assessor
This Assessment Task must be completed in full and submitted to the assessor by the agreed date before you can proceed to the second assessment task. You will be assessed against performance objectives mentioned in this assessment task. Before you submit your work to Assessor, check to include the following - Outcomes include:
- project proposal
- notes from team meeting identifying roles and responsibilities of team members
- a gap analysis for each team member
- an individual project plan for each team member (signed by team leader and team member).
Note: templates are attached to guide you. The assessor will be looking for the following. A project outline that includes:
-
- description of project
- proposed method
- goals/KPIs.
- Gap analysis.
- A meeting you have scheduled where you are prepared to discuss your goal and work to clarify the steps you intend to take to get there.
- The tools you have used to help you identify this need, surveys you have developed or any data you have gathered that proves you have a need.
- Performance management plan/s.
Project action plan Project Name
Recruitment of sales team for Australian Hardware organization
Brief Description
The organization “Australian Hardware” which is one of the best provider of quality hardware as well as building materials analyzes that their sales is declining. In order to resolve this issue, the organization wants to recruit sales team within the Wollongong store.
Project Specifications
The project specification includes: Copies of resume notepad Questions Pen References Contact information
Project objective Actions to be taken Resources required Cost (if any) Timeframe Who is Responsible? Start Date Finish Date 1
Development of project proposal
Developing proposal
Human resource
$1000
1/4/18
3/4/18
Project manager
2 Obtaining approval
Getting approval from higher authority
Human resource
$1200
4/4/18
7/4/18
Project manager and senior manager
3 Development of project team
Making proper team
Human resource
$2000
9/4/18
13/4/18
Project manager
4Conducting gap analysis
Conducting gap analysis after analyzing
Financial and human resource
$3000
14/4/18
18/4/18
Project manager, senior manager
5 Developing performance plans
Creating project performance plans
Financial and human resource
$2500
20/4/18
24/4/18
Hr. manager
6 Development of communication plan for resolving issues
Creating communication plan
Financial and human resource
$4000
25/4/18
28/4/18
Hr. manager
7 Providing candidate with proper information
Providing information about the company background, roles and more.
Human resource
$3000
29/4/18
3/5/18
Hr. manager
8 Preparing for interview
Making proper preparation from interview
Financial and human resource
$5000
4/5/18
7/5/18
Interviewer
9 Asking questions
Asking proper questions
Human resource
$1000
9/5/18
13/5/18
interviewer
10
Describing next steps
Describing the next steps of joining after the interview
Human resource
$1200
14/5/18
17/5/18
Hr. manager, senior manager
11 Closing interviews
Interview closure
Human resource
$1500
20/5/18
21/5/18
Hr. manager
12 Reflecting on the interview
Proper reflection on the interview
Human resource
$2000
22/5/18
24/5/18
Senior manag
Meeting minutes 1
Meeting Purpose: To resolve the issues that organization is facing before the implementation of the project. Date:
30/3/18 Time: 12p.m
Attendance: All the team members are required to be present.
Apologies: Apologizing for the problems that occur before the project implementation;
Key Issues discussed
Summary of Discussion
Actions Planned & Responsibilities assigned
Issues in estimating budget The project manager faces complexities in accurate budget estimation. Undertakes market analysis for getting idea about the cost of various resources;Problem in hiring stakeholders The qualities of the team members does not matched with the need of the organization.The organization must advertise by mentioning the field in which they are hiring. Problem in getting approval The project manager is not ready for the project.
The problem is mitigated by reflecting the benefits that can be achieved after hiring sales team. Problem in creating schedule for the project Improper knowledge in schedule and task management;Experienced project managers must be hired Issues associated with making questions for employees Proper questions are not made for the interview as the interviews does not have knowledge what to ask. Proper pattern of question must be developed by discussing with senior manager before the interview.
Brief Description
Analyzing issues that are related with sales decline The issues are not analyzed due to improper experienced.Experienced sales leader or manager needs to be hired. Problems in conducting gap analysis Due to insufficient skills in analyzing.The skills related with analysis must be enhanced so that proper decision can be made.Facing challenges in making project management plan Due to improper knowledge of the project managers.
Skilled as well as experienced project managers must be hired within the project team.Summary of outcomes: The issues as well as challenges that is associated with the pre-implementation of the project can be resolved quite easily by taking appropriate mitigation strategies or steps.Next Meeting scheduled on: 20/4/18
Meeting minutes 2
Meeting Purpose: The meeting purpose is to resolve issues and challenges that are associated with implementation of the project that is sales team recruitment. Date: 20/4/18 Time: 12 p.m.
Attendance: 90% is minimum required during the meeting.Apologies: The project manager apologizes for the problems or complexities that occur within the project.
Key Issues discussed
Summary of Discussion
Actions Planned & Responsibilities assigned
General inconsistency Accidentally interview inconsistencies are allowed for filtering the procedure Putting scoring system for accessing fairly;Interviewer bias The interviewer is biased by some of trait or characteristics of the candidates Hosting panel interview would be helpful. Interview fatigue It generally causes sabotage of the entire interview process.
Proper scheduling of breaks between the different interviews;Snap judgements Snap judgements creates number of issues. It is quite necessary to bring someone within the interview for avoiding snap judgements.Lack of follow up If proper follow up is not taken then the managers faces problems in recruiting the sales team.
The problem can be resolved by keeping successful candidates within the loop Summary of outcomes: The problems that are associated with the recruitment of the sales team are mitigated successfully by taking appropriate steps as well as strategies within the project.Next Meeting scheduled on: 27/4/18
Meeting minutes 3
Meeting Purpose: The meeting is mainly arranged in order to discuss the issues that occurred after hiring the sales team. Date: 27/4/18 Time: 12 p.m. Attendance: 95% attendance is required.Apologies: The project manager apologizes for the challenges as well as complexities that occurred within the project.
Key Issues discussed
Summary of Discussion
Actions Planned & Responsibilities assigned
Improper performance of the people hired The candidates that re hired are not able to perform properly. Proper training facility must be provided.Lack of training facilityDue to lack of training the candidates faces difficulty in working.Appropriate quality of training must be given.Lack of knowledge about sales within the candidates Due to lack of knowledge they are facing complexities.
Project Specifications
Proper manuals must be shared with the new candidates including strategies of sales and marketing.Candidates are slow learner The candidates are acing difficulty in learning fast.Other additional facility like audio and video learning procedure should be provided. Faces communication problemThe faces issues in communicating with other members.
Proper arrangement of meetings are helpful.Issues in coordinating with other members They generally faces issues in coordinating with other membersThe issues must be resolved by taking regularly with them Summary of outcomes: The challenges or complexities that occurred after the project implementation is mainly mitigated by utilizing proper steps as well as strategies.Next Meeting scheduled on: 3/5/18
Work Instructions
Department: Sales Approved By: Project manager Date:27/04/18 Team member Responsibilities
Jason Jason work as a trainer head and thus he provide proper training facility to the candidates so that they can work effectively and can be able to perform for enhancing the sales of the organization “Australian Hardware:.
Mary Mary work as a trainer assistant and thus responsible of utilizing information system or database for entering data as well as producing reports on various types of training statistics.Step Action Description Responsible
1Undertaking conferences Conferences play a great role for networking however, they also helps in allowing team to learn for various proven leaders.Jason
2 Database ad wikis Having proper self-serve availability of resources helps the team in teaching Mary
3 Utilizing empathy while providing training Utilization of empathy is required for teaching your team how to become a problem solver.Jason
4 Crafting scrips The scripts are crafted and stored for dealing with objections from the team members Mary
5Utilizing e-learning E-learning method is utilized for educating the candidates about the various strategies of sales.Jason
6 Field trained and giving feedback Proper training on sales given and as per their performance during the period of training, proper feedback must be provided.
7 Sharing success stories Sharing success stories is useful for them to perform well.
Notes: Proper training is provided to the team members so that the newly recruited candidates can perform well and can be able to enhance the sales of the organization “Australian Hardware”.
Team Member: Jason Signature: Date: 27-4-18
Team Leader: Mary Signature: Date: 27-4-18
References
Calvo-Mora, A., Navarro-García, A. and Periañez-Cristobal, R., 2015. Project to improve knowledge management and key business results through the EFQM excellence model. International Journal of Project Management, 33(8), pp.1638-1651.
Costantino, F., Di Gravio, G. and Nonino, F., 2015. Project selection in project portfolio management: An artificial neural network model based on critical success factors. International Journal of Project Management, 33(8), pp.1744-1754.
Hornstein, H.A., 2015. The integration of project management and organizational change management is now a necessity. International Journal of Project Management, 33(2), pp.291-298.
Hurley, J.S., 2017. Engagement Strategies for Catalyzing IT Sales Team Performance in Asia (Doctoral dissertation, Walden University).
Johnston, M.W. and Marshall, G.W., 2016. Sales force management: Leadership, innovation, technology. Routledge.
Russell, C. and Bennett, N., 2015. Big data and talent management: Using hard data to make the soft stuff easy. Business Horizons, 58(3), pp.237-242.
Snyder, C.S., 2014. A guide to the project management body of knowledge: PMBOK (®) guide. Project Management Institute: Newtown Square, PA, USA.
Student Workbook 2011, BSBWOR502B, Ensure team effectiveness, Innovations and Business Industry Council, Australia
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