Preview

Case Study Shield Financial

Good Essays
Open Document
Open Document
751 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Case Study Shield Financial
Shield Financial
Statement of the Problem(s)
Doug Bloom took over the Des Moines, Iowa office as the new Sales Manager (Cron & DeCarlo, 2009). He was overwhelmed at the sales management training with all of the different manuals he received (Cron & DeCarlo, 2009). The sales manager training did not give the full understanding of it is meant to be a sales manager. The company introduced a new program for the sales representatives and he had some difficulty with the sales representatives. He did not use his resources that were available to him when he needed them.

Summary of the Facts
Doug Bloom was the top sales representative for the last four years in the Atlanta office and was promoted to Sales Manager for Des Moines office (Cron & DeCarlo, 2009). Training was overwhelming. He was put into an office that was failing before he took it over (Cron & DeCarlo, 2009). Des Moines was not only getting a new Sales Manager but at the same time they were getting a new sales program.

Analysis
Doug Bloom should first organize the details for a strategic plan. In this plan, he should include the account relationship strategy as they need to develop the relationship with their customers. List the specific measurable goals for the organization as well as the Des Moines office (Cron & DeCarlo, 2009). These are similar to the current relationships the sales representatives have with their current customers. By listing the goals for the organization, would show the contrast of the current program verses the new program and show how the sales representative could make more money as well as the company. List the competition to see where the company is compared to other similar organizations. This will show the competitive analysis and the advantages that they have over their competition.
Cons are the current sales representatives can make more commission with the smaller to medium accounts than with the larger accounts. It takes longer to get a larger account than it

You May Also Find These Documents Helpful

  • Good Essays

    Finance Case

    • 483 Words
    • 3 Pages

    The Venture Capital Division of Boeing has four projects on the table with three additional leverages of debt. As the financial analyst for the division I was given the task of evaluating the four capital budgeting projects. After evaluating each project I will recommend which project will bring the most value to shareholders and the firm.…

    • 483 Words
    • 3 Pages
    Good Essays
  • Powerful Essays

    Capital One Case Study

    • 1239 Words
    • 7 Pages

    • What is a case interview? The Case Interview • What specific skills does it assess? • How to prepare for a case interview? • An interactive example.…

    • 1239 Words
    • 7 Pages
    Powerful Essays
  • Better Essays

    Based on the article, Joe’s sales manager definitely did not do a good job as sales coach and sales leader in this case. His action and behavior was not helpful to Joe in order to convert the sales instead his language and body language had made the situation worse. In addition, he did not coach Joe effectively before the call and on-the-job. Based on the textbook, “the best sales managers should have a vision of where the sales force is going, and they have the ability to describe that vision is exciting terms.” (Spiro, R. L., Rich, G. A., and Stanton, W. J.) Obviously Joe’s manager didn’t foreseen the direction of the sales meeting before it happened. Even though the sales manager had some valuable questions in mind after the sales call, however, he had some thoughts after the meeting, but he didn’t coach Joe effectively so that Joe can prevent it from happening again in the future.…

    • 915 Words
    • 3 Pages
    Better Essays
  • Powerful Essays

    Wells Fargo Case Study

    • 1236 Words
    • 5 Pages

    Wells Fargo believes in community ethic of giving and assisting. They are also proactive with encouragement and action to reduce their carbon footprint on the world. The company believes in creating a better world than how they found it. Although not all ideas will be embraced by the public and even rejected, Wells Fargo is an ever-changing company, as is the…

    • 1236 Words
    • 5 Pages
    Powerful Essays
  • Good Essays

    Fred Maiorino Case

    • 8426 Words
    • 34 Pages

    Fred Maiorino had been a successful sales manager for Schering-Plough Corporation for thirty-one years before Jim Reed was named general sales manager over the South Jersey sales district that included Fred’s sales territory. Afterwards, Reed implemented several changes to try to boost sales including a new performance appraisal system and a hands-on coaching style to motivate his sales staff. The problem arose with Reed’s inability to motivate Fred (Buller & Schuler, 2003).…

    • 8426 Words
    • 34 Pages
    Good Essays
  • Good Essays

    Finance Case

    • 1184 Words
    • 5 Pages

    USEC is pursuing ACP for several reasons, most of which can be attributed to an increasing gain by its competitors in the market space. USEC’s long term contract for a lower cost power supply for their current process had expired. This left USEC with much higher costs for electricity, which is heavily used in the current process for Uranium enrichment,…

    • 1184 Words
    • 5 Pages
    Good Essays
  • Satisfactory Essays

    * Rigid budget process => IT struggling to keep up with the resources (refer to Budgeting and IT strategies)…

    • 296 Words
    • 2 Pages
    Satisfactory Essays
  • Satisfactory Essays

    Charlie’s approach to quality and service will affect his company’s performance in an excellent way. He is the first to arrive at his office. His head is full of ideas, and his heart is full of confidence. He clearly knows his colleagues’ strengths and what’s expected of them for their jobs. He could build on his strengths by traveling with each of the sales reps and coaching them. Inez, the owner of the company, offers him the first sales manager of the company, since he is far and away the best sales rep on the team. He also has extensive knowledge of the company’s product mix.…

    • 269 Words
    • 2 Pages
    Satisfactory Essays
  • Powerful Essays

    Finance Case

    • 2936 Words
    • 12 Pages

    Theoretically the proposed lease seems like a positive proposition for Bridgehampton. However, Marie O’Donnell, Bridgehampton’s General Manager has seen similar proposals rejected by the board in the past. Working with Jim Naruda, the Financial Controller, they discuss an alternate plan to develop a Spa internally. Jim suggests that the opportunity is ripe to expand into the Spa business as the East End has become a sought after destination all year round and not just during the summer season. They decide to conduct an analysis to determine if it would be more beneficial to build a Spa themselves or lease the space to Suncoast.…

    • 2936 Words
    • 12 Pages
    Powerful Essays
  • Good Essays

    Case Study Wells Fargo

    • 462 Words
    • 2 Pages

    Wells Fargo is helping military veterans transition to new careers and build their professional network with a $50,000 investment in John F. Kennedy University’s VALOR Center. The grant will fund a veteran-focused entrepreneurial program, develop a network of mentors, and promote the available resources to other veterans that might not be aware of these wonderful resources.…

    • 462 Words
    • 2 Pages
    Good Essays
  • Good Essays

    Capital One Case Study

    • 865 Words
    • 4 Pages

    Capital One's business deals with a bank financial servicing company. They specialize specifically in banking, credit cards, home loans, auto loans and savings products. Capital One was founded by Richard Fairbank and Nigel Morris in 1988. Fairbank highly focused on the marketing and customization of credit card use and information. The company is very analytical and is very technological when gathering data information. They were basically put together centering around the idea of technology within the company itself. Some of their direct competitors would be against Bank Of America, American Express and Barclay’s bank.…

    • 865 Words
    • 4 Pages
    Good Essays
  • Better Essays

    M.Strader, A.Wysocki (2012) A Brief History of the Sales Environment. [WWW] University of Florida. Available from: http://edis.ifas.ufl.edu/sn001 [Accessed 12/11/12]…

    • 1481 Words
    • 6 Pages
    Better Essays
  • Powerful Essays

    When undertaking any software project a critical aspect is to have successful software maintenance and change control plans in place. An optimized and sustainable maintenance plan can help to reduce software project costs as well as provide consistency and repeatability when tackling future similar projects. Furthermore, a plan that controls changes, tests, and implements those changes will make efficient use of the company’s resources. McBride Financial is a “one-stop mortgage provider” (Apollo Group, 2008). Their mission goal is to be the “preeminent provider of low-cost mortgage services using state of the art technology” (Apollo Group, 2008). To make this mission goal a…

    • 2098 Words
    • 9 Pages
    Powerful Essays
  • Better Essays

    Professional

    • 1244 Words
    • 5 Pages

    I will be discussing what are my stretch, target, and contingency employer. Describe the needs of each of the employer. And what the marketing avenues are, marketing material, resource allocation, and a lifelong learning goal statement.…

    • 1244 Words
    • 5 Pages
    Better Essays
  • Good Essays

    Management Consultancy

    • 4205 Words
    • 17 Pages

    How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfilment?…

    • 4205 Words
    • 17 Pages
    Good Essays