Coach Sally Gorman

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Sally Gorman is the manager of the mortgage department of a suburban bank branch. She has six direct
reports, including three mortgage consultants. Although the consultants work full-time at the bank, they
are considered subcontractors who work only on commission—without any salary and benefits. A
consequence of this compensation arrangement is that the mortgage consultants are under considerable
pressure to sell home mortgages to bank customers. Until a mortgage is approved, the consultant receives
zero financial compensation.
Tony Costello, a 28-year-old mortgage consultant, asked for an appointment to speak to Sally about his
recent problems in nailing down mortgages. Sally was eager to meet with Tony because she was also
under pressure for the mortgage department to place more mortgages. A partial transcript of their meeting
follows:
Tony:
Sally, I’ve come to you for help. For several months, I haven’t been closing enough mortgages to make a
living. My wife and I have two children, and we can’t make ends meet on her salary alone. Is there any
way the bank can put me on salary? Or maybe give me a few months’ advance? I’ve been a great producer
in the past.
Sally:
Grow up, Tony. When you took this job, you knew it did not include a salary and that the bank does not
allow advances. We need you to produce, but we can’t change the bank rules. We are not a mom-and-pop
operation.
Tony:
Do you know how brutal it is out there? Home sales are down 20 percent in our area. I don’t have enough
warm leads coming into the bank to shop for a mortgage. Besides that, our approval committee has been
shooting down too many deals on me lately.
Sally:
Wake up, Tony. The mortgage business has changed recently. We can’t add any more high-risk loans to
our portfolio. It’s very difficult to resell those mortgages to other institutions.
Tony:
Okay, then, what do you propose I do to generate more mortgage applications that the mortgage
committee will approve?
Sally:
Do what you do best. You’re a professional. Just bear down harder on good mortgage possibilities who
visit your desk. Be persuasive. Turn up the heat. Do something good or be gone.
Tony:
I am trying. I want my commissions as much as the bank wants its mortgages.
Sally:
Just keep trying harder, and get back to me with results, not excuses.
Tony:
I guess that the bank and I are in the same boat. I’ll talk to you later, Sally.
MGMT1115 Leadership CASE STUDY 2 2
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ANSWER THE FOLLOWING QUESTIONS:
1. What advice can you offer Sally Gorman to do a better job of coaching Tony Costello?
2. What advice can you offer Tony Costello to get more out of the coaching session?
3. What is the most positive thing Sally did as a coach?
4. What is the most negative thing Sally did as a coach?

Sample Solution

psychological oppressor bunches all through the center east, since it isn’t just corresponding, it will harm the entire populace, an unseen side-effect. All the more significantly, the warriors should have the right expectation in the thing they will accomplish, forfeiting the expenses for their activities. For instance: if fighters have any desire to execute all detainees of war, they should do it for the right expectation and for a noble motivation, corresponding to the damage done to them. This is upheld by Vittola: ‘not generally legal to execute all soldiers… we should consider… size of the injury caused by the foe.’ This is additionally upheld by Frowe approach, which is much more upright than Vittola’s view however infers similar plans: ‘can’t be rebuffed essentially for battling.’ This implies one can’t just rebuff another on the grounds that they have been a warrior. They should be treated as altruistically as could be expected. Nonetheless, the circumstance is heightened in the event that killing them can prompt harmony and security, inside the interests, everything being equal. Generally speaking, jus in bello proposes in wars, damage must be utilized against warriors, never against the guiltless. Be that as it may, eventually, the point is to lay out harmony and security inside the region. As Vittola’s decision: ‘the quest for equity for which he battles and the guard of his country’ is the thing countries ought to be battling for in wars (Begby et al (2006b), Page 332). In this way, albeit the present world has created, we can see not vastly different from the pioneer accounts on fighting and the traditionists, giving one more segment of the hypothesis of the simply war. In any case, we can in any case presume that there can’t be one authoritative hypothesis of the simply war hypothesis in light of its normativity.

Jus post bellum
At last, jus post bellum proposes that the moves we ought to initiate after a conflict (Frowe (2010), Page 208). Vittola, first and foremost, contends after a conflict, it is the obligation of the pioneer to judge how to manage the foe (Begby et al (2006b), Page 332).. Once more, proportionality is underlined. For instance, the Versailles settlement forced after the First World War is tentatively excessively unforgiving, as it was not all Germany’s problem for the conflict. This is upheld by Frowe, who communicates two perspectives in jus post bellum: Minimalism and Maximalism, which are very varying perspectives. Minimalists recommend a more tolerant methodology while maximalist, supportin

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