Sales 101 Sell Stories, Not Products

Sales 101 Sell Stories, Not Products The concept seemed simple enough. You have a product and you know its features. All you have to do is go out and sell the product to make money. That is sales or, at least, how most people perceive sales. Why, then, do we see some experienced sales people embark on seemingly complicated processes and launch into very long pitches in order to sell their products and ideas?That is because they look beneath the surface. © Shutterstock.com | zaozaa19This article will share light on 1) the lowdown on sales, 2) the sale of stories over products, 3) the iPads, and 4) the DeBeers stories.THE LOWDOWN ON SALESSales encompass the sets of activities that involve the exchange of products, commodities, and services for money of equitable or equivalent value. Some look at it as a process or a business in itself, while others treat it more as a profession or line of work.So, really, it’s not as simple as we all thought.In sales, there are two primary parties involved: the seller and the buyer or purchaser. The seller is the original owner of the product or service, and he offers it to the purchaser for a price. Once the purchaser agrees to the price and pays the amount agreed upon, the sale is executed and completed, and the ownership of the product or item is passed on to the purchaser. In many cases, there is a third party involved, the salesperson, who is tasked to sell the commodity or service on behalf o f the original owner.Of course, if we look into more complex sales processes and relationships, there are more parties or people involved. But the main concept remains the same: there is a seller and a buyer, and a product or service that will be sold for a specific price.There have been many misconceptions regarding sales, and let us try to clear them up a bit.Sales is not marketing, and vice versa.These two are often interchanged, with many thinking they are one and the same. While it is true that both have the same goal â€" revenue generation â€" they go about it differently.Marketing is broader than sales, since it also covers areas such as establishing relationships with customers, suppliers, distributors and competitors; identifying opportunities in the market; and formulation of strategies to establish and maintain relationships, to name a few. It often involves activities like conducting market researches, advertising, public relations, customer service, and sales. Yes, it i s safe to say that Sales can be thought of as a part of Marketing. In fact, selling is the ultimate result of marketing, seeing as all the activities performed in marketing a product is geared towards closing its sale.Great products do not really sell themselves.There is this age-old adage that goes “great products sell themselves”, meaning that if you have an excellent product, you no longer have to lift a finger to sell it. This saying pretty much implies that salespersons are redundant and there is no use for them.The best sales teams refuse to let this phrase make them lazy, however. Perhaps these “great products” will bring in sales, but they want huge sales and to do that, they will still have to get to work and flex their selling muscles, so to speak.THE SALE OF STORIES OVER PRODUCTSSalespersons are storytellersStorytellers have a way of reeling in listeners. They start with a few words that will surely catch the attention of even someone just passing by. Those words have more than enough hook to make them stop and listen for a while. Then the storytellers start to reel them in by adding more details to the story. If it’s good enough, the audience will stick around to hear the rest of the story, and there will be more listeners than before.It is the same with Sales. You introduce the product or service, tell more about it in order to attract more buyers or clients, and continue polishing or improving it until you have a loyal customer base. They will keep coming back to your product because they liked it, and they want more of it.The Product is the star of the storyIn any story, there is a main character or protagonist. In this context, the star of the sales story is the product. What you will be selling is the story as a whole, not just the main character.Imagine yourself sitting through a marathon of product commercials on TV. If all you see is a video of a detergent with voiceover and text speaking about its content and capabilities, chance s are you will not even be able to remember its name ten minutes later. But if, in the video, you see a housewife having problems taking out stains on clothes, then presented with the detergent and successfully getting rid of the stains using the product, it will definitely make you take note of it.Or, while browsing through YouTube, you spot a video of a new mobile app on making restaurant reservations. The features are enumerated systematically, and you see that it is quite similar to other existing apps. You may even close the video and move on to something else before it is finished. However, if the video focuses on how the app will make it easier for someone to make reservations â€" explaining why it is better than the other apps â€" it is likely that your next action will be to head to the website of the developer and download the app.So you have a product and you absolutely love it. In fact, you think it is the best product to come out in recent years, and you honestly cannot imagine how the world will function without knowing about it or using it. Your objectivity has been clouded; there is absolutely no way that your product will not sell. …Right?But you’re missing something here: you are not the one you are selling the product to so, in essence, your opinion does not really matter. Your customers’ do; they are the ones to decide whether your product is good or great, and they will also decide whether they should pay for it or not. It is, after all, in their nature to be self-centered. Which brings us to the next point: your customers.Know your listeners: the customersThere is one thing that salespeople and sales teams, especially those that are just starting out, do not realize: customers or clients do not care about the products; they care how the products can help them solve their problems and make their lives easier.You see many salespeople extolling the finer details and specific features of a product they are selling. They spend hours and hours talking about what the product is made of or how a component is made. They even go to great lengths to demonstrate what it can do. The result is impressive enough, but will this translate to Sales?Perhaps. But it won’t be the numbers they were expecting.When faced with the offer of a new product, especially one that they have not seen before, customers will hardly care about the product. They are more curious on what the product can do for them. Sure, they will be informed of the features of the product. They are shown its functionalities, and they are duly impressed by how well-made it is.Before they decide to bring out their wallets and pay for it, however, they will go, “how can that product help me in my life?”That is the make or break question that will impact greatly on Sales.So what if you are offering a product with a revolutionary feature? The mother who is having headaches about lowering household expenses will not be impressed by it. Even the father who is mor e focused on how to have a more efficient way to finish a task will not pay any attention to it, for the simple reason that the product does not offer the solution he is looking for. In short, it is not the story he wants to hear.In order to be able to weave a plausible and convincing story, you must first know your customer.Make sure that you do your homework on your customers or clients before you approach them with an offer. What should you look into?Studies on the market, especially the one that you are targeting, entail looking into their distinguishing characteristics and experiences. What are your customers’ needs? What are their preferences? Are they having personal problems that may be addressed by the product or service you are going to offer?If the answer to the latter question is yes, then it is likened to finding a plot point that you can exploit when weaving your story. Look into how their problems or pains can be solved by the product, and make that the climax and r esolution of your story.As a storyteller, you now have the basic elements of the story. It’s just a matter of putting it all together in a coherent “narrative”.Telling your storyThe beauty of selling stories instead of products is its flexibility. You cannot change or tweak the products to suit your customers, but you can definitely customize your story so that it speaks to your customers, no matter how different they are.Say, for example, that you are selling exercise equipment. Your sales team can devise an advertising campaign focusing on the group that makes use of the equipment for physical fitness and muscle-building purposes. Similarly, the team will also come up with another advertisement that speaks to the medical community, specifically those that make use of the same equipment for physical therapy and rehabilitation of injured individuals.In that example, there is only one product â€" the exercise equipment. Instead of just talking about the features of the equipmen t, the sales team came up with scenarios where the equipment will provide a solution for the customers. They recognize the difference in the perspectives of the two groups, and carefully incorporated that in the advertising campaign that they drew up.Now we come to another issue: how to deliver the story to the right listeners or customers.Sales people in this day and age should consider themselves lucky. After all, there are now a lot of avenues available to them to deliver their stories. There are so many ways to deliver your story and introduce your products to the buying market.Companies still make use of traditional forms of advertising to deliver their story. Advertising through print and media is still being practiced. Online advertising is definitely seen to be just as powerful â€" probably even more so â€" as it is able to reach a bigger market.You have seen many companies do them before: their tweets tell a story that hooks millions of Twitter users to follow and see how t he story goes. Email campaigns are launched, and even YouTube videos are used to a great extent.Take note of other storytellersWhen relaying your story, make sure that you make every effort to distinguish yourself from the competition. There are other businesses that will offer a product or service that is similar to yours. Your objective is to make sure yours stand out above all the rest, and the way to do that is to tell a better story.There is nothing wrong with checking out the competition and how they market their product. You can probably learn a thing or two from them â€" what works, what doesn’t â€" when you are trying to sell your products.This is where you, the storyteller, can present your “plot twist”, or your unique selling proposition. This clearly defines what makes your product unique from the sea of similar products that offer pretty much the same benefits. What will make the customer choose your product over the others?Most sales pitches revolve around the un ique selling proposition. It is not enough to just present the unique feature as is; you have to expound on it in such a way that it makes an impact. Much like how an unexpected twist in a story will make a listener stand at attention and be amazed.THE iPAD’s STORYThe technology for tablets has already been in existence long before Apple introduced its iPad. In fact, several companies have already released their “mini-laptop” versions, to varying degrees of lukewarm reception and success. Their story? It is a convenient way to create content, combining functionality and portability in one device. Meaning, anyone who owns a tablet can write documents and other similar content even when they are on the go.Apple came out with iPad, and they backed it up with a story which is similar to that of the previous tablet, but with a distinct modification.Apple’s story is that the iPad also enables content creation even when you’re on the move. But there is a twist to their story and it is the unique selling proposition of Apple for this product: it is also for content consumption. Users may also download apps, music, media and other content directly on the tablet and store them for future consumption.Clearly, this story resonated with more people, and it has further cemented Apple’s status as a pioneer in tablets and similar devices. At present, it has already produced several versions of the iPad, adding upgrades along the way, with each upgrade adding a layer to the story that they relay to the market.In this example, it is clear that the customers did not focus on the product itself or even the technology. The customers are already familiar with the tablet, and they are also aware of the capabilities of a tablet, thanks to that technology. What convinced them to buy, however, was how the story was told. It was a time when people are looking for better and more convenient alternative to consuming content, aside from just using their laptops or desktops. And then Apple introduced this solution and the rest, as they say, is history.Please have a look at Steve Jobs introduction of the iPad and listen to how he frames the story that got the iPad started. THE DEBEERS’ STORYThere are a lot of stories around, but there is no denying that some of the more enduring ones are those that talk of love and devotion.DeBeers is one of the most recognizable names in the diamond industry, engaged in diamond exploration and mining to diamond trading and retail. At first, the diamond was nothing more than a “rock that shines”.And then it happened in 1916 when it came up with what has been declared as the best advertising slogan of the 20th century: “A Diamond is forever”.In this marketing strategy, DeBeers weaved a story that portrayed its diamonds as a symbol of love and commitment. Soon enough, women the world over would expect nothing less than a DeBeers diamond ring from their partners.Diamonds are being sold by other companies, but it was DeBeers that created that plot twist that convinced the market to buy diamonds, even at a huge premium.The two examples discussed above clearly demonstrate that Sales is not really about the product or service that you are selling, but the story that you are telling about that product.

Blinded from the Sunset

Vision is a gift, which is why I like to take pictures. Capturing the light perfectly, the unusual positions of nature, catching animal smiles, and people’s laughter are all things that need to be shared. Which got me thinking, what if I lost my sight? Blinded in a world of dark and mystery. That is the scariest thing, not monsters or ghosts, but darkness. What if there was a surgery that could let me see for one day only, would I take it? If I was blind, it would be very tempting to not get the surgery. There would be so many things that I would want to experience, to see. A sunset for example, the perfect pallet of orange, yellow, red, and purple blended together as the opening act for the moon. Figuring out what my friends look like, or what I look like! Discovering why people use green as envy, or painting with pretty pink for the first time. After the 24 hours are up, what now? Would I be forced back into the darkness? The sinking feeling when I realize that m y vision is fading, and my surroundings closing in. After seeing all the opportunities, the door closes and I’m alone again, with only memories. I would feel more of an outsider than ever. Stranded with only the desire to go back to the land of texture, colors, and light. I would get the surgery, so I wouldn’t regret it the rest of my life, but if you were blind but could get surgery to see for one day...would you?

Hunting For Men And Meaning No Country For Old Men

Hunting for Men and Meaning in No Country for Old Men This movie is one of many classic movies that have the ultimate understanding of life and the human physiological behavior. This movie entitles three mechanisms of hunting to describe critical aspects of life, hunting for animals, hunting for men and hunting for meaning. Hunting is the act of tracking and taking a life; this act differs from hunting an animal to a human. This particle can teach a lot of principles like being patient, good timing and the art of tracking. Hunting for an animal is one of the oldest in terms of hunting, it has started since the first human on earth, people hunt animal to feed or to entertain themselves like foxhunting. Hunting is one of many rites of passage in a lot of cultures. In the scene where Llewelyn Moss goes to hunt which relatively he is good at, but reality and the wild is a really harsh place for people who aren’t ready for that action, Llewelyn said before taking the shot â€Å" you hold still â€Å" which actually finally. Llewelyn managed to hit his target but he couldn’t take it out in one shot so the animal made a run for it. In my opinion, one thing that actually kept me thinking, why did Llewelyn pick up the bullet shells? Is he an environmentally friendly or just he doesn’t like leaving a trace. Human described in term of science by the ration animal for their ability to make judgment, is the human race in favor of instant of intellectual? In the animal kingdom, a predatorShow MoreRelated Femininity against Masculinity in A White Heron Essay1699 Words   |  7 Pagesas a little girl, she often accompanied her doctor father on his visiting patients. 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Understanding Our Countrys Founding Fathers - 1740 Words

I think it is of high importance to understand a little more about the personal lives of our country’s Founding Fathers. Understanding the peculiarities of their lives gives us a greater understanding of why they developed our Constitution the way that they did. It also gives us an excellent insight as to what was developing in their minds as they worked to develop a set of rules and standards that sets us apart from other developing nations during the same time period. I feel that delving into their psyche, so to speak, gives us a better understanding of the controversies we have today because we can form a more rational basis as to why our country was conceived in the way that it was. I have attempted to take a more formal role in our various political spectrums, and books such as this one has helped me to do so. As I pursue a Master’s of Science degree in Vocational Rehabilitation, this book sets my mind up to understand the sophisticated views and philosophies that our nation was framed under. The book is divided into three parts: the Firebrands, the Federalists, and the Republicans and there is a considerable amount of time discussing the major players within those three constructs. The Firebrands were those who tried to get people angry and doing something about a particular political or social cause. William Livingston and the Lees’ of Stratford Hall comprise the individuals who first conceived the notion of a revolt leading to the American Revolution. TheShow MoreRelatedWhat Are The Flaws Of The Founding Fathers?1385 Words   |  6 PagesWhat are the flaws of our founding fathers and may have led them to shape our country? There is a group of men of legendary status who are dubbed the â€Å"founding fathers,† often referred to as the creators of our nation. 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Visual Symbolism In Picassos Guernica By Pablo Picasso

In 1937, Pablo Picasso depicts an epic event in history in his Guernica using visual symbolism, line, space, light and color which advocates to the observer the truth behind the subject matter of the artwork itself. The line used leads to specific images to tell the story; the space throughout the work is filled with many jagged and sharp shapes with an odd use of positive and negative space. The light and color illuminate the actual scene. Knowing and understanding how the artist uses these three fundamental tools will guide us to the meaning and logic of the artwork. Pablo Picassos use of line gives a sense of direction almost as key to unlock the meaning of the artwork. In our culture we read from left to write. The artist knows this†¦show more content†¦Finally we see the horse leading us back to the bull where between both heads we see the spirit flying away alerting us that soul and spirit is being ripped away, that death is coming no matter if it is in a bull fight or a battle, everything that lives will die. Picassos use of space in this masterpiece leads to similar conclusions to pain, suffering and the eventual death of an ancient city or any living thing. This piece is extremely vivid and the use of space used is probably breaking all the rules of art, but if we think about what we are actually seeing we are not really looking at just art, we are looking at inhumane events in the world and it almost holds an obligation to exploit the boundaries of art to get the desired effect which the artist has done intentionally. Most art works contains non busy and busy areas which are proportional to one another but in life we know that the main focus in the real world is all the chaos and that there is no balance just that tunnel vision effect of the awe stricken horror. Even in the use of light and color Picasso conveys the inevitability of death how we ourselves cause all the suffering and pain in the world, has painted all the living objects white. This brightens the scene bringing to light those who are actually suffering and dying, Thus, leaving all the insignificant objects in theShow MoreRelatedEssay on Critical Analysis - Picassos Guernica1561 Words   |  7 PagesCritical Analysis of Guernica - By Bryce Craig Spanish artist Pablo Picasso can often be collectively seen as the greatest and most influential artist of the twentieth century. In a historical sense he encompassed all that is to be a practicing modernist artist and prevailed as one of the most significant artists overall in human history. 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A Comparison of Utopian Societies - 885 Words

Ever since the worlds first nation state was created, the number one goal of its citizens has been to create the â€Å"perfect† society. To a majority of people in the novels Brave New World (c.1932) by Aldous Huxley and The Giver (c.1993) by Lois Lowry, a utopia and â€Å"perfect† society has been accomplished. But at a second glance, the world that Huxley creates and Lowry’s community are actually totalitarian dystopias with many secrets. The similarities of both novels are evident and some readers may make the conclusion that Lowry simply wrote a spinoff of Huxley’s novel. Yes, the similarities of these two novels are phenomenal, but so are the differences. Both novels take place in a futuristic society, yet both communities are distinctly†¦show more content†¦The advanced technologies of both societies allow total control to be possible and the elusion of a utopia to be created. The members of each society have agreed to relinquish some freedo ms and pleasures in order to reach a utopian state. The people of both novels have in essence â€Å"gained control of many things. But [†¦] had to let go of others.†(Giver95). Both novels feature a man who represents authority and order in their society. Mustapha Mond and the Giver are two men who are entrusted with the order and authority of their respective societies, they are the men who â€Å"make the laws†(BNW192). The principal conflict of both novels is person vs. society and both Mond and the Giver are leaders/representatives of their societies, so the argument can be made that both of these men are the antagonists of their novels. Mond and the Giver are also given access to things the rest of their communities haven’t even heard of. Both Mond and the Giver are granted the privilege of access to an enormous quantity of restricted pieces of literature. Mond in particular has access to the complete works of William Shakespeare. Brave New World and The Giver may both be sci-fi dystopian novels, but they are unique in their own ways. The major difference in both novels is the family and socialShow MoreRelatedA Comparison Of Thomas Mores Utopia, And The Symposium By Plato1607 Words   |  7 Pageschallenge pre-existing notions in society. The two stories prompt readers to reconsider certain aspects of life which one might have found to be quite one-sided. Thomas More introduces us to an island called Utopia which serves as a model of perfection in each facet of everyday life. In The Symposium, Plato and his friends contribute distinctive interpretations on the origin and meaning of love. Both author’s purpose in their writings was to confront ideas in which society has a rather common shared perceptionRead MoreUtopia, by Thomas More: Your Wost Nightmare Essay1419 Words   |  6 Pagesscholars fail to appreciate the significance of Utopian religious freedom because it stands in the shadow of commun ism, the other great founding principle of Mores fictional republic. Raphael Hythlodaeus, Utopias main character, describes Utopian communism in great detail, contrasting its virtues at length to the vices of private property in Europe. Indeed, he asserts that the abolition of private property is the key to European as well as Utopian political health† (Kessler and Sandford) Read More Humanities’ Irrational and its Effects on a Utopian Society1690 Words   |  7 Pageshuman psyche is divided into rational and irrational drives. Courtesy of Sigmund Freud, it is divided into the id, ego, and super-ego. According to Freud, although the super-ego controls the other two to present ourselves in a rational state within society, the id often tends to be out of complete control by the conscious, making it an unconscious action. For Freud, it’s the recognition that the irrational is there, that it must be controlled to take over. Man’s aggressive nature does tend to overpowerRead MoreAn Analysis Of Aphra Behn s Seventeenth Century Travel Narrative, Oroonoko, And Utopia1289 Words   |  6 PagesThomas More’s sixteenth-century Utopia displays his subtle criticism of English society behind the words of his character Raphael Hythloday, who travels the world and explores the rationality of Utopia. These authors criticize many of the conventions of their time periods through their characters’ explorations into new ideas and territories. In Oroonoko and Utopia, nature and reason lead the natives’ governments and societies instead of the corruption of the wealthy and noble Europeans. Both OroonokoRead MoreCollin Labranche. May 9Th, 2017. Barosky. English 102.1227 Words   |  5 Pages The novel Gulliver s Travels by Jonathan Swift displays the vast difference of the Houyhnhnms society in comparison to ours. Harrison’s essay describes the way our society perceives home much differently than the way Houyhnhnms do. In modern day, and more specifically in the 18th century the family system that we associate with views home as a place for love, family, and support. In comparison to the Houyhnhnms, they use the home as more a community area to gather. Each article by Harrison,Read More Henry David Thoreaus Civil Disobedience and Martin Luther Kings Letter from Birmingham Jail820 Words   |  4 Pagesenduring contemplation of life and its purpose, insightfully analyzes the conflicting relationship between the government and the people it governs. He considerately evokes the notion that the majority of people are restrained by the government and society from making decisions with consideration of their conscience and that people need to overcome the reign of the government to realize their own ethics and morals. King, in accordance, eloquently and passionately contends the injustice presented inRead MoreComparative Essay on Henry David Thoreau in Civil Disobedience and Martin Luther King in Letter from Birmingham Jail820 Words   |  4 Pagesenduring contemplation of life and its purpose, insightfully analyzes the conflicting relationship between the government and the people it governs. He considerately evokes the notion that the majority of people are restrained by the government and society from making decisions with consideration of their conscience and that people need to overcome the reign of the government to realize their own ethics and morals. King, in accordance, eloquently and passionately contends the injustice presented inRead MoreHumans Are Naturally Born Imperfect1680 Words   |  7 Pagesis a world traveler, and philo sopher. However, as a world traveler experiencing many different governments, societies, and ways of life, Hythloday is not pleased by much. Before returning to his home, England, to share the ideologies of this newly settled commonwealth, he lived on the island of Utopia for five years. Some of the many aspects that Hythloday finds perfect of the Utopian society are; the elimination of private property, universal labor, moderated pleasure, and family as a microcosm ofRead MoreThe And Its Impact On Modern Society1578 Words   |  7 Pagescreated fought against each other for authority. Nevertheless, they concluded in a mixed government system where ideologies from both systems were combined into one. Our group’s reverse allegory comic features the computers as the new leaders of the society. We chose the computers as an allegory for Communism due to the fact that technology, in many people’s opinion, is the new hope for human race to prevent or find a solution for our world’s most critical crises. Communism also provided hope in bothRead MoreAnalysis Of `` Inferno And Thomas More s Satirical Dialogue `` Utopia ``1366 Words   |  6 Pagesthe description of the Utopian’s ultimate society. One example of irony in this work is the title, Utopia. Utopia is defined as an imagined place or state of things in which everything is perfect. Specifically, it can be referred to as â€Å"no place† or â€Å"no where†. Thomas More believes he is describing an ideal society that everyone would love to exist in when in all reality he’s portraying a civilization that is far from the norm. For example, â€Å"For the Utopians themselves tend a grea t number of eggs,

Case Study Analysis Rough Draft Free Essays

Case Study Analysis Paper (Rough Draft) Case Study Analysis Paper (Rough Draft) How do you make sure that you are prepared early so that you are not running around at the last minute? Many people work at different skill levels and also can handle pressure differently. In order to ease the process it is usually better to keep ahead by preparing the things that are needed in advanced rather than waiting till the last minute. Knowing these types of skills also allows for people to work with less stress since they do not have to meet a deadline so quickly and have time to fully research what is needed to be done. We will write a custom essay sample on Case Study Analysis Rough Draft or any similar topic only for you Order Now The Situation In early April the 15 candidates were hired to work for the Operations Supervisor by one of the new recruiters. At this time the recruiter had six months experience at this job and no previous recruitments done for the company. The recruiter was not working with another recruiter that had more experience at the time to help with this process. Once the 15 candidates where hired he scheduled a new hire orientation to be held on June 15th as to make sure the new hires would be ready for work in July. A little over a month after the 15 candidates were hired the Operations Supervisor contacted the recruiter about all the information, paperwork and other necessities that needed to be done such as drug test, physicals, etc†¦. The recruiter gave assurance to the Operations Supervisor that everything would be handled by the time the orientation would be held on June 15th. The recruiter waited until after Memorial Day to check the records for the new hires to see if their applications were complete and if they had done the mandatory drug screenings and most had not been done. The recruiter then checked for the paperwork that would need to be given to the new hires in around 20 days and there were only three manuals all of which were missing pages making none of them complete. Once this was all the seen the recruiter went on a walk to clear his head and then returned to the office. He went to check on the scheduling of the conference room where the new hire orientation is to be held since he saw that one of the employees from technology services was setting up computer terminals. The schedule showed that the conference room was booked for the whole month for training seminars on the new database implementation that was going to occur. The recruiter is not sure what to do at this point since everything appears to be going wrong and the new hires would not be able to have orientation on time nor will they be able to start by July. Analysis 1: Correcting the problem At this time the recruiter is not sure what to do in order to fix all the problems that have arisen since there is such little time left to the deadline he had set. The wisest decision would be to separate the problems and then take them on one at a time. As far as the conference room situation goes the recruiter can speak with the person that is going to be holding the seminars to see at what times they are to be held. If there are some gaps in between the seminars it can be seen if the scheduling of the orientation would be affected or not. Also if there is a particular day that the seminars would not be taking place the orientation can be rescheduled for that day. The new hires that have not completed all the necessary paperwork or drug tests would be the next point issue to handle. The files would need to be reviewed to see who is missing what paperwork or tests so that they can be contacted accordingly and be given a deadline to complete it all or they will not be hired. In doing this it allows for the follow to seem more personal since the records are being looked at individually and also puts a sense of urgency in the new hire to get it all done. This would also allow the recruiter to contact the new hires with the date of the orientation if it has changed or just to give a reminder of the date if it has not changed. The final problem of the orientation manuals not being complete is next problem to work on. From the three manuals that the recruiter does have he should review each to see what pages are missing from one and see if they are available in one of the others. If all three manuals together can make one complete manual then copies can be run off of all three accordingly to be pieced together to make one manual. Once there is one complete manual then other copies can be made. If the manuals cannot be pieced together to make one then the recruiter would need to contact his or her supervisor to see how to obtain new manuals and the time frame that it would take to get them in. This would allow him to see if the orientation would need to be rescheduled or not due to the time it will take to get manuals for all the new hires. From this point on continued follow up of all the new hires paperwork and drug tests would need to be done to make sure that they will be done before the orientation is held. Following up of the conference room schedule would also need to be done to make sure that there is nothing else newly scheduled that may have interference with the orientation. The final detail that would need to be followed up on is the status of the operations manuals being ready by the date of the orientation, such as checking with who is making them and if they are running behind or if everything is on schedule. Analysis II Proper Procedure There are many different aspects that would need to be revised in order to make sure that issues like this can be avoided in the future. Proper supervision of procedures is one the major aspects that would need to be looked at first. Since the recruiter was new and it was the first recruitment they had done another more experienced recruiter could have shadowed the process to make sure that everything is done correctly. Shadowing would allow for the new recruiter to put to the test their training and if there are points that are not done right it can be caught early. This makes for better teamwork as well as a confidence building situation for the new recruiter. During the hiring process the new hires should be given deadlines to have all of their applications and other necessary paperwork completed in order to continue processing them as a new hire. The same should also be done with the drug testing, rather than giving them till the orientation date they should have a date within 30 days to complete it so that if they don’t they can be given a little more time or there would still be ample time to hire a replacement if needed. With these deadlines in place it has the employees take the time needed to get the tasks done but also does not give them excess time to procrastinate on the getting them done. As far as the orientation paperwork situation goes the recruiter would need to check how many are available right after hiring the employees to make sure that there would be enough. With this being done early then the recruiter would be able to contact the Operations Supervisor with plenty of time to let them know that they are short on the manuals necessary for the orientation. Checking this also allows the recruiter to stay on top of ordering the manuals so that there will always be some in supply as and would only need to order more to replace the ones that are going to be used. Conclusion The best solution that was presents was from the second analysis. This solution sets the goals of the company to not only train their employees better but also to promote teamwork in order to increase accuracy in the way that jobs are done. With the shadowing being done the more experienced recruiter could have had the newer recruiter set up the deadlines for the new hires, as well as how, where and when to check on the paperwork that is needed for the orientation. The communication on how often to check the scheduling log for the conference rooms could have also been brought up. The better the training and teamwork the better the situation turns out. How to cite Case Study Analysis Rough Draft, Free Case study samples