A second case study of Shield Financial reveals that Doug Bloom, Sales Manager, has been given a special assignment. The company is restructuring and eliminating independent brokers. Company leadership is making this strategic maneuver based on an increase in the population in its mountain state region. Doug is instructed to terminate those positions and build a dedicated sales force. According to Cron & DeCarlo (2009), “The sales force organization defines the sales manager’s role and reporting relationships” (p. 155). Therefore, Doug must carefully approach each aspect of the sales force organization.
Formulating a Plan
Doug’s first order of business is to meet with the two regional sales managers. He should treat them as team players that are crucial to the development of the new sales force. He will need to be straightforward with them regarding the company’s plans. He should also instruct them to be honest with the brokers should they get wind of the reorganization before a plan is complete. The three will need to devise a structured plan to minimize fallout.
The brokers will have well established and strong relationships with their clients. There is the threat of the organization losing clients if the reorganization is not handled correctly. Doug should consider offering employment to the brokers who specialize in policies offered by Shield Financial. With this plan the organization retains salespeople who are knowledgeable of the product, the territory and the client. Offering these brokers the option of working for the organization can help diminish potential fallout.
One important consideration that will need to be made is the size of the sales team (Bradford, Brown, Ganesan, Hunter, Onyemah, Palmetier, Weitz, 2010, p. 7). Doug would need to decide if sales team members in other regions should be transferred then focus on the hiring and training of additional sales people. Territory alignment may dictate the size of the sales force. Sales forces normally have team leaders therefore the decision needs to be made as to which team member(s) is best qualified for this position. Another consider is what will be the best...