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- Creators: Arizona State University. Public Health Program
- Creators: Department of Management and Entrepreneurship
Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is analyzed to see if there is an opportunity to increase both revenue and work-life balance. This paper investigates a wholesale insurance brokerage company, Risk Placement Services, and their sales force of brokers. A significant portion of these brokers’ workday consists of the backend task of marketing accounts to insurance carriers to find coverage. This is necessary for the completion of the sales cycle but either limits the amount of time brokers can be out on the road or on calls trying to bring in new business or makes them work longer off the clock hours to get these accounts out to insurance carriers. The more business a broker is bringing in, the more time they have to spend marketing these new accounts to carriers, which puts them into a constant snowball of increasing tasks and goals. The main model for the analysis of this problem will be Reframing Organizations by Bolman & Deal which focuses on using their four-frame model to analyze and gain more insight into organizations. Being able to understand this problem from multiple perspectives will allow a more holistic solution to be reached. Following this analysis multiple potential solutions are discussed towards the end of this thesis project.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through a framework for responding with empathy, and outlines common difficult situations that arise in public health along with ways to respond with empathy to these situations. This guide can be adapted to a wide variety of settings and is meant to be used as a training tool for public health case investigators and other staff. This guide, available in a full and an abridged version, can be paired with hands-on workshops to provide engaging continuing education opportunities for public health teams.
This communication guide outlines examples of specific situations that are difficult to respond to, and pairs them with examples of how to respond with empathy. This guide depicts these difficult case statements as rows with bold, italic text. Beneath each scenario is an example of an empathic response (underlined) that can lead to a factual response or survey prompt (Figure 1). The responses use empathic communication to show the case that you are witnessing the emotion, rather than moving to the survey without acknowledging emotion. There is no one right answer to any difficult case statement.
Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through a framework for responding with empathy, and outlines common difficult situations that arise in public health along with ways to respond with empathy to these situations. This guide can be adapted to a wide variety of settings and is meant to be used as a training tool for public health case investigators and other staff. This guide can be paired with hands-on workshops to provide engaging continuing education opportunities for public health teams.