Business Research Design
it was not considered in this study.
Overall performance studies of all disciplines should be considered. It is possible that the decline in revenues is a result of poor job performance of specific individuals as opposed to an inadequate aspect of the organization.
It is important to note that the initial survey instrument was not only appropriate, but valid given the variables assessed. The manner in which the original study was approached was logical. Utilizing face-to-face interviews, questionnaires and the internal revenue tracking system was the most viable means for collection of the necessary data. However, taking the points listed above into consideration would require changes in data collection methods.
In order to effectively analyze the data required when researching these new variables, alternate forms of collection are necessary. I would suggest the following data collection formats:
• SASY would remain a viable data collection source. However, it would need to be expanded so as to include revenue information from all of the disciplines within HP. This would provide an analysis of the revenue power in terms of all internal contributors rather than focusing only on inside sales.
• To maintain the integrity of our organizations, exploring the functions of each sales representative is another variable that must be considered. This could be done by surveying the various job descriptions in order to discover any duplication of effort. For instance, our generalists focus on selling our entire portfolio of products. It would make sense, then, to look at the specialist sales representatives who only focus on selling one product.
• To properly evaluate company-wide performance levels, it would be necessary for individual managers to conduct employee evaluations. At the same time, managers would need to rank each employee, using the already established ranking scale. In this way, accurate information concerning overall performance could be compiled and analyzed. Organizations are affected by low performers. It is this variable that must be researched. Removal of low performance employees would achieve cost cutting goals, without requiring the elimination of an entire organization.
In conclusion, it is clear that while the original study indicated that a problem existed within Hewlett-Packard, it did not adequately address the issue. When conducting a study, it is important to consider all the variables, even though some may not be essential in the problem’s final solution. Far too many variables were excluded in this study. For this reason, not only does the study’s reliability come into question, but also the study’s validity.
While you were careful to use a reliable research design, as well as data collection instruments, your study is, nonetheless, incomplete. The conclusion that inside sales needed to be eliminated was an easy solution to a complex problem. That, in itself, is reason enough to give pause.
Conducting new research may, eventually, lead to the same conclusions concerning the inside sales organization. However, until all the variables are examined more inclusively; it is [next page]