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1 Copiah Supply, Inc. Employee Motivation Analysis Amanda Dennis South University MBA5001: Organization Behavior and Communication Lyle Cady September 25, 2023

2 Copiah Supply, Inc. Employee Motivation Analysis Copiah Supply, Inc. is located in Copiah County, Mississippi. This organization primarily operates in the Industrial Machine Parts business/industry within the Wholesale Trade - Durable Goods sector (Buzzfile, 2023). Leonard Clark, sole owner of Copiah Supply, Inc., has been in business for approximately 20 years and employs five people. Copiah Supply, Inc., serves industrial and commercial customers, such as Sanderson Farms, in Mississippi, Alabama, Texas, and Louisiana by supplying them with items such as electric motors, gearboxes, PLC components, and industrial V-belts. The company’s main competition is Southern Industrial Supply Company, which is located in Hattiesburg, Mississippi. Job Motivation Analysis Sales representatives rate their career happiness 2.5 out of 5 stars, which puts them in the bottom 5% of careers (CareerExplorer, n.d.). Copiah Supply, Inc., has one full-time outside sales representative, one part-time sales representative, and two full-time inside sales representatives. Naturally, there is slight animosity between inside and outside sales as each position feels they do more work than the other. Is this enough to cause low motivation at work? Inside Sales vs. Outside Sales Roles At Copiah Supply, Inc., inside sales representatives are expected to answer calls, emails, and in some cases, texts from industrial customers and outside sales representatives. In addition, they are expected to generate quotes for existing and potential customers, convert the quotes to invoices, place orders to vendors, and arrange deliveries for the customers. One inside sales representative, however, is also responsible for managing inventory, accounts receivables, and accounts payables, and ensuring the outside sales representatives have product brochures to hand out to customers each week.

3 The outside sales representatives are responsible for generating new sales to existing and potential customers. They are given a call report sheet that lists either the existing customer’s details or a potential customer’s details. It is their responsibility to make appointments, if necessary, to see the person who would place orders for their organization. If a customer (existing or potential) would like a quote on any industrial item, the outside sales representative contacts one of the inside sales representatives to generate the quote and email it to the appropriate person. Factors that contribute to low motivation The biggest contributing factor to low job motivation is the commission. Outside sales representatives receive a 4% commission on all sales from their assigned customer base. Inside sales representatives receive a one-half percent commission on all sales. Inside sales representatives spend more time researching pricing and lead time on products to be competitive with other industrial supply companies, whereas outside sales representatives relay the quote information back to the inside sales representatives. Inside sales representatives will oftentimes have to use their cell phones for business- related transactions. An example is when an industrial customer signs for an order, whether they come into the office to receive the item or if it was delivered to them. Outside sales representatives are given a company cell phone for all business-related transactions. Inside sales are not reimbursed for using their cell phone for company-related business. Outside sales representatives are required to use their vehicles for sales calls. However, they are given a company credit card to pay for oil changes and gas expenses. If the outside sales representative can generate at least $60,000 a month in sales for three consecutive months, the

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4 company’s owner will provide them with a company vehicle, or a vehicle allowance each month as long as their sales remain at or above the monthly goal. Consequences of low motivation When inside sales representatives lose motivation in the workplace, it can be detrimental to the company as a whole. Overall company sales will decline, as a result of inside sales representatives not putting forth the effort to ensure competitive pricing and provide quality customer service. An overall decline in sales means a decrease in commission wages for not only the inside sales representatives but also the outside sales representatives. The same can occur when the outside sales representative loses motivation in their role within the company. When customers notice a lack of motivation in inside or outside sales representatives, they are likely to give their business to another vendor. This can not only affect overall sales for Copiah Supply, Inc. but also the reputation of the business. In an industry where word of mouth can help or hinder a business, it is best to be known as a company that values helping its customers. The consequences of low motivation within a company, be it Copiah Supply, Inc., or any other company, is best summed up by Gonzalo Shoobridge, a Human Resource Specialist. He states, “It becomes clear that when employees are unmotivated, they simply do their minimal best. In this respect, the impact on customer service is the first aspect to be affected, it suffers by repeated mistakes and clear signs of thoughtlessness. Unmotivated employees will not make any effort to help a customer. Even worse, they can directly or indirectly sabotage business development projects by acting as a roadblock to teamwork.” (2018)

5 References Buzzfile. (2023). Copiah Supply, Inc. Retrieved September 20, 2023, from https://www.buzzfile.com/business/C-S-I-601-894-4880 Career Explorer. (n.d.). Are sales representatives happy? Retrieved September 20, 2023, from https://www.careerexplorer.com/careers/sales-representative/satisfaction/ Shoobridge, G. (2018, November 19). If employee motivation is low… then read this! LinkedIn. Retrieved September 20, 2023, from https://www.linkedin.com/pulse/employee- motivation-low-read-dr-gonzalo-shoobridge

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