Managing and leading people

        You are a member of the Human Resource Department of an organisation that shares a number of features with the organisation in ONE of the three scenarios that follows. Your task is to: i. scenario A identify a real world organisation that bears some similarities with the one based in the scenario.ii. Identify and research the sector your organisation is located in. iii. Analyse the cause(s) of labour problem, primarily the skills gap outlined in your chosen scenario. This will contribute to the rationale for producing a new role.iv. Propose an additional role with the aim of solving the problem based on your understanding of the skills gap outlined in your chosen scenario.v. Articulate the human resource solution by creating an appropriate job profile/person specification followed by details of your recruitment initiative. Scenario ACompany A is an innovative recycling machines and solutions company that was established 5 years ago.  The Sales team are passionate high-achievers who both feel strongly about the green industry as well as successfully meeting sales target year on year.  Recently, an equally passionate Sales Director joined the team and has done a review and analysis of the sales performance.  A few important findings are identified:• The Sales Director struggled to find a consolidated tracker or database that shows all customer and sales records.  • In the process of collating all sales records, it was discovered that some orders made were based on email correspondence without proper contracts being signed, even though standard contracts with standard terms and conditions are readily available.• It was also established that not all outstanding instalment payments by customers are being followed up.  While most major payments are duly made, smaller payments such as those for annual warranties are sometimes ignored.• The analysis shows that the team have consistently excelled at reaching out to new customers but seriously underperformed regarding repeat business with existing customers.• The analysis shows that the team have succeeded in selling equipment but underperformed in respect of selling support and maintenance services to existing customers. A new headcount has been made available to the Sales Department.  The Sales Director has invited a Human Resources colleague to look into the findings established.  If you were the HR colleague, what role would you create for the Sales team to address the problems identified and help improve the sales performance?