Case Study: Clover Valley Dairy Company
Statement of the Problem(s)
The main issue in this case study is the reluctance of the salespeople to comply with the implementation of the new Fist-Plus plan. As a consequence the sales department over the Des Moines office is not meeting the monthly quota. Summary of the Facts
From the moment Doug Bloom got to the new office over at Des Moines it was clear that it would be a struggle to get the salespeople to accept and put in action the new First-Plus plan that was forced upon everyone directly from corporate. Doug tried to talk to all the salespeople in a group and individually as well with the intension of helping them understand the importance of following through with this new plan. After reviewing the negative first’s month results where the department had failed to meet their quota. Doug took immediate action and fired a memo to all salespeople requesting a written weekly schedule of their activities. This was with the intention of reviewing the way salespeople were managing their time and find ways to help them improve their time managing and this way close more accounts and meet the monthly quota. The sales reps did not like when told how to best manage their time and one of the employees took it even further and took it personal, got really offended and even resigned his job. When the results of the second month came up negative again, Doug decided to take over some of the most promising accounts that some of the sales reps had failed to close. The sales reps did not like this and complained to Doug about it. Even after Doug explained to them that he was going to do the closing of the accounts but that they would be returned to them as soon as the closing had occurred and they would be benefitting from the commissions of these accounts the sales reps were still not satisfied. This entire...