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What Should Cooper Do As He Takes Over The District, To Address These Problems?

Cooper should take several steps to address problems in the sales district. He should not immediately fire anyone or place anyone on probation, as this would hurt morale. Instead, Cooper must spend time in the field supporting and motivating the sales force. He should provide coaching to the sales reps. Specific recommendations are made for individual reps, such as reducing territories, setting higher targets, focusing on new clients, and cautioning about probation if performance does not improve. Overall, Cooper needs to realign territories, hire new reps, and increase leadership and support of the sales force.

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99 views2 pages

What Should Cooper Do As He Takes Over The District, To Address These Problems?

Cooper should take several steps to address problems in the sales district. He should not immediately fire anyone or place anyone on probation, as this would hurt morale. Instead, Cooper must spend time in the field supporting and motivating the sales force. He should provide coaching to the sales reps. Specific recommendations are made for individual reps, such as reducing territories, setting higher targets, focusing on new clients, and cautioning about probation if performance does not improve. Overall, Cooper needs to realign territories, hire new reps, and increase leadership and support of the sales force.

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s
Copyright
© © All Rights Reserved
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What should Cooper do as he takes over the district, to address these problems?

Considering the case context, the existing situation, and the impact the decisions would have,
we suggest the following that Cooper must do to address the problems,

 Cooper should not fire anyone immediately as it will take time to find, hire and train the
right talent
 Probation would hurt the morale of the sales force and should be not be considered
currently
 Cooper must be out on the field with the sales force to give them the necessary support,
motivation and increase the morale of the sales force
 The sales force must be provided with the necessary coaching
Next the recommendations based on the individual level is as follows,
Daniel Ellis: Due to his old age he should not be assigned more area to cover, and his successor
planning must be initiated
Sophia Barrow: She has been resistant to training, so Cooper needs to have a word with her and
explain the benefits and maybe she can get training from the manager/instructor whom she is
comfortable with
Sam Hammond: Cooper must set higher targets for him as the geography is dense and hence
the potential for growth is more. Further, he needs to be closely monitored and must be
penalized by placing him on probation if the performance doesn’t improve and the same must
be communicated to him. He also needs to focus on new clients
Grant Foster: Since the geographic are that he needs to cover is large he can be asked to target
specific regions with potential to generate higher revenues. Must be cautioned to improve
performance or be placed on probation
Matt Gibbons: He has good product knowledge and capabilities, but the effort is lacking. There
is potential for his performance to increase and so he needs to be motivated to put in the effort
required to generate increased revenues
Lucia Concetta: Her geographic territory needs to be reduced as she currently has to cover a lot
of ground. Therefore, her territory will have to be realigned to a smaller geography and set
targets accordingly. Additionally, provide her with the necessary support required to increase
her revenue
Walter Avery: His performance can be improved further if his geographic territory is broken up
as it is the largest and the additional new territory must be reassigned to another new sales rep
The overall major recommendations are as follows,

 The geographic territories need to be broken up and realigned


 New sales reps must be hired to handle the new territories
 Greater leadership needs to be displayed on the field by constantly keeping in touch
with the sales force, providing the necessary support, motivation and caution where
necessary

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