Essay About Sales Person And Actual Sales Management Vp Of Marketing

Shield Financial Case – Challenges for Doug Bloom
Challenges for Doug BloomInitial Challenge: Advance career from sales person to sales managerSales manager training…or lack thereof.  Strategic Action Competency5-day training was chaotic, had tons a material to read which was not covered at training, and was primarily focused on the new First-Plus account program, rather than actual Sales Management VP of Marketing expected managers to redirect their staff’s selling efforts on the new product line immediatelyDoug’s primary concern was how to get 25 sales people interested in selling new product  Feared resistance from associates who may be intimidated with bigger and more sophisticated accountsNo real or substantial support from upper level management whose primary concern is “bring in the numbers every month and everything else takes care of itself”Major Challenge:  How to effectively implement the new First-Plus account program. Coaching, Team-Building Competency and Self-Management Competency.No true support from district director who has same mentality of CEO and VP of Human Resource…”bring in the numbers, and everything else should take care of itself”Failed to make quota the first monthSales force is resistant to implementing the First-Plus account programTop sales performer argues the new program will net her 10 times less than what she currently makesDoug was not prepared for the individuality of his reps, and had to learn each ones individual talent and what motivated them.Most of the reps schedules were inefficient, which was a major cause of for not meeting quotasReps are resistant to corporate ordered change, as well as changes in their work scheduleRumors of favoritism and guaranteed cash for new hire causes more resentment with repsResentment from reps when Doug has to close their Fist-Plus account for themAdministrative Challenges Long hours, system crashes, approve salesperson expense reports, budget reviews and monthly reports dueDoug falls behind because of the work he is putting into motivating sales force to meet quotaComplaints from corporate because expense reports not turned in on time.Corporate disconnect:  “…make quota and have the reports in on time”