Identifying the problem
The (GM) observes that there is a difficulty in achieving the sales target in the last 5 years. The deficit was in the new business line that was established 5 years ago , The sales manager of that line was recently promoted, , and we were facing many economic changes, as the inflation rate was higher than the customer income so the price factor is very important , also we are competing in very challenging market in Egypt , as the market is very dynamic , As our market is the Pharmaceutical Market , and more than 10 multinational company is competing us and our field is the sales field .
Defining the problem statement
Evaluating the sales manager ,the GM find that he has very little Idea about hiring the right employee so he assigned a new supervisors , whom manage the team members, lacking the Leading skills , as they are newly promoted and can’t be a role model and many employees , subordinate are fresh graduates need a supervisors whom are capable in coaching , and to play as a role model .
This information helps the GM to narrow the broad problem area and to define the problem statement: “To what extent the parameters of choosing the right persons – hiring- affect the achievement process.
The GM develops a theory incorporating all the parameters contributing in the achievement process. From such a theory the GM generates various hypotheses for testing, one among them being: hiring the right supervisor would help the sales managers to achieve their targets.