Welcome to Customer Development. In this first challenge, you’re managing a small sales team who all work out in the field visiting stores to promote Unilever products. You’ve started to notice from the weekly sales figures that one of your team is consistently not hitting her sales targets. This is a problem that you’ve spoken to her about in the past so you’re disappointed to see her performance slipping again. So tell me • What steps do you take to ensure you fully understand the situation? • What approach or style do you take when speaking with her? • How will you ensure she stays motivated? • How will you monitor the performance of your team member going forward?
