Project Background
Our team has just been put in charge of sales for District 1 in the Northern Region within the James C. Quest Enterprises company. After working at a personal selling position, more responsibility has been given and now we are in charge of a sales team. At the start of the two year sales cycle that we will be discussing, we currently have an equal market share with three other firms in the industry. It is now our duty to maximize profitability, by analyzing reports and data to make intelligent, effective decisions. It is our task to set the compensation plans and rates for our five sales people, Bob, Jen, Emily, Kevin, and Katie. We need to set reasonable, yet challenging quotas to maximize productivity. This will result in monetary incentives if the quota is reached. As a manager, there is only so much time that we can supervise our employees, so we must delegate this in a necessary manner. There is the option as well within our power to set contests each quarter to reward the best producers. It is important to administer the proper incentives as rewards in order to fully motivate our sales team. The last variable we will be setting is the ratios of time that each sales person will work with their accounts. There are A, B, and C accounts, where A accounts have the highest potential for sales, and C accounts the lowest. We must take all of these variables into consideration to create the best strategies for James C. Quest Enterprise to ultimately produce the utmost profits.
Strategy and Decision Variables
Our strategy for a majority of the sales cycle was to focus on the financial aspect of the sales people’s compensation. Both Bob and Kevin seemed to be very dependent on their compensation plans. Bob, as a more experie ...