Case Study
Case Study 1 Week 1
Professor Eckert
Shield Financial
Problem Statement
Doug bloom recently was promoted from sales rep to sales manager in a new territory for a struggling branch. This position is risky since the old sales manager was fired since he was unable to produce higher sales numbers. Doug’s mission is to implement a new First Plus program through his sales force. The issue, is that most reps are used to catering to their smaller accounts, which is opposite of the First Plus program. Doug is struggling to get everyone on board with this new program since it lacks good compensation incentives, but has to find a way to convince his reps this good idea since he is being pressured from corporate. Furthering the issue, are many upset employees with these changes including the top performing rep, Tiffany Williams, who will most likely resign soon.
Summary of the Facts
Doug will reach success when he is able to convince the reps that the First Plus program is beneficial to all. The First Plus program is aimed towards acquiring large accounts, which require more time due to all the moving parts with larger companies, and are also more difficult to sell. The current way Doug’s branch operates is mostly from smaller accounts, which have faster closing times since a smaller company usually requires a decision by one person and the financial side of things are easier to see. Shield Financial is pushing for this new program since competitors have already rolled out a similar program. All 25 reps are currently performing very different with the best performing rep accounting for 20% of all office sales.
Analysis
Doug must implement this new program and increase the sales numbers for his branch since corporate is watching him closely every month, but by doing this he could upset his employees. He can work on his own and close these larger accounts without the help of his reps, but this will lead to loss in commissions to those reps which is upsetting. Doug can
Professor Eckert
Shield Financial
Problem Statement
Doug bloom recently was promoted from sales rep to sales manager in a new territory for a struggling branch. This position is risky since the old sales manager was fired since he was unable to produce higher sales numbers. Doug’s mission is to implement a new First Plus program through his sales force. The issue, is that most reps are used to catering to their smaller accounts, which is opposite of the First Plus program. Doug is struggling to get everyone on board with this new program since it lacks good compensation incentives, but has to find a way to convince his reps this good idea since he is being pressured from corporate. Furthering the issue, are many upset employees with these changes including the top performing rep, Tiffany Williams, who will most likely resign soon.
Summary of the Facts
Doug will reach success when he is able to convince the reps that the First Plus program is beneficial to all. The First Plus program is aimed towards acquiring large accounts, which require more time due to all the moving parts with larger companies, and are also more difficult to sell. The current way Doug’s branch operates is mostly from smaller accounts, which have faster closing times since a smaller company usually requires a decision by one person and the financial side of things are easier to see. Shield Financial is pushing for this new program since competitors have already rolled out a similar program. All 25 reps are currently performing very different with the best performing rep accounting for 20% of all office sales.
Analysis
Doug must implement this new program and increase the sales numbers for his branch since corporate is watching him closely every month, but by doing this he could upset his employees. He can work on his own and close these larger accounts without the help of his reps, but this will lead to loss in commissions to those reps which is upsetting. Doug can