Lo que Le Debo a Raúl

A 90-minute, 4-round Express simulation in the learner's own chair as a sales manager who has put off for a week the feedback she owes her best account manager, and the ten months that follow: said today, in private, on the behaviour and its effect, after seeing the colleague who spoke up, rather than waiting for the next scheduled one-to-one, writing an email or making a joke of it, and rather than leaving the colleague alone, moving her off his accounts or asking her to keep quiet; the first relapse named in private the same week with a written plan, rather than let go, handed to HR unseen or corrected in front of everyone; a same-day record with nothing he has not heard; the plan held when the director asks to wait until the big renewal, and the colleague kept when she gets an offer; and an annual review that rates results and behaviour separately, with a team agreement on feedback for the next year.

Ines Cardena Tardajos (fictional) is the sales manager for industrial accounts at Suministros Vadillo, a fictional distributor of industrial supplies in Burgos; Raul Pancorbo Rioseras (fictional) brings about 30% of the team's sales and belittled the sales coordinator Lorena Frias Ona (fictional) on a call with Transformados Valdenoceda (fictional), the largest client, whose renewal is in June; 160,000 euros of the team's margin are at stake from March to December.

You decide what you do with the conversation and with Lorena, what you do with the relapse and what goes on record, what you do with the director's request and with Lorena's offer, and what you write in the annual review and what you leave the team for the next year.

Scored on what has really reached Raul, the chance that he changes and stays on the team, the team's margin kept, your time and energy, your team's trust and your credibility with management, and open risk; three shortcuts (backdating a warning in his HR file, reading his private messages on his company laptop, writing 360 comments in other people's names) come back and cap the score.

Spanish primary, English included.

Una simulación de nivel intermedio para participantes que ya conocen los conceptos básicos de la materia, pensada para programas de máster y MBA.