Doug Case Study

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 Nas fired since he was unable to produce higher sales numbers. Doug 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 aerogram.

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 DOD idea since he is being pressured from corporate. Furthering the issue, are many upset employees with these changes including the top performing rep, Tiffany Milliamp, 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 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 efferent 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 Introit the help of his reps, but this will lead to loss in commissions to those reps Inch is upsetting.

Doug can spend more time with each rep to improve their sales, but this can take time away from administrative duties like making sure expense ports are turned in on time, which is another issue corporate is on him about.

Recommendations Doug has a number of issues he is trying to tackle, but the most important factor he has to consider is protecting his own Job, and that means increasing the sales to meet quota. He is taking the right path by closing these larger accounts on his own, although this upsets the reps and risks losing employees he is showing that he is serious about this new program and proving that it is possible to close these deals. Doug should continue with the weekly logs, this way he can increase efficiency and Nil lead to higher sales overall.

He should find a way to make the reps happier about this new program, maybe weekly meetings to make the reps more knowledgeable about how this will be good for everyone, because reps do not like selling something they do not like themselves.

Lastly, Doug should spend time with Tiffany and address the rumors that seen will be leaving the company. Titan is important sales, and losing her would make it very difficult to meet his quota. T due to nerd