Читать книгу Organization Development - Donald L. Anderson - Страница 86

“Freda, I’ll be honest because that’s the only way I know how to approach this. I have a huge territory to deal with and I am under a massive workload. Our entire northeast division hangs on the success of my team, which is clear to anyone who is looking at our numbers. I have loyal and demanding customers, and we put in more orders than any team in this company. I’m incredibly busy.”

“That’s why I need the partnership of our operations team. We don’t need police or judges or audits, we need them on our side. I need their advice on how to move orders through the system in a way that meets whatever their requirements are. The rules change every day and it’s hard for all of us to follow. I’m constantly on the road, usually online in a hotel room at midnight trying to sort through Melissa’s confusing e-mails. She’ll send an audit report to Neil showing how my team is out of compliance with some random rule that she made up last month. He’ll send me an angry note demanding to know what is going on, and then I’m stuck trying to examine 500 lines on a spreadsheet to figure out which of my sales reps isn’t going to get paid and defend my team. It just feels like they are intentionally putting barriers in my way, with an overarching suspicion that I am trying to cheat.”

“What’s more frustrating is that our internal information technology systems are not accurate at all. On Melissa’s report of current open orders, more than 25% of them have already been filled, but for some reason the system doesn’t show that correctly. She asks me for details about sales reps that quit a year ago. Why is everything on my shoulders to resolve?”

“I know that I’ve been inconsiderate and I have said some inappropriate things. I also know that Neil is complaining about me to Avery, so I am watching my back and trying to lay low. I bet Neil can’t stand it that Avery will back me up. Avery knows that if I walk away, our customers will, too. Avery has told me that I’m in line for Neil’s job, and Neil knows it, so I’m sure that’s why he wants to make me look bad.”

“Also, Melissa hates that I make more money than she does. Someone on my team told me that he overheard Melissa say to Neil that she wanted to find a way to reduce our sales commission expenses, especially for directors, and I know that I’m the highest paid director because my territory is so big and I exceed my annual quotas.”

“I now spend every weekend working on her requests and I’ve started setting up my own internal team to keep track of our own data because hers is so questionable. I’m not sure I can continue working at this pace of 7 days a week. The bottom line is that something needs to change. I just can’t work with her.”