Based on the information on Pharma Plus there are many issues that required attention. From the sales force point of view, the two given examples of a high performance representative, were not convincingly good on terms of how the sales should be perform and the attitude of the workers. However, the manager in this case has a lack of control and motivational skills among their employees. An extensive analysis on the behaviour of both positions will be done and possible solutions or recommendations to improve sales and environment in the office will be given.
Issues within the Company:
Sales Force related
Roberto
Being Robert a high performer within the company, he is not being assessed or controlled. The first issue identified after reading the case was that his Focus is merely on the client forgetting the product. This is working for him but if he is not there anymore and someone else try to sell his clients they will probably lose the clients because they are buying the product because of Roberto not because they are convinced that it is a good quality product. Another big issue will be the real working time, if he use all the time effectively he will be an incredible asset to the company and because of the lack of control he is not doing the work he is saying he does.
Elvira
Elvira is another high performer, but very different from Roberto; her Focus is completely on the product forgetting the client and his needs. I will say she is even distant from the buyers.
Antonio / Sales Manager
Antonio has to control at this time 27 sales representatives which is not a high amount of employers but he doesn’t seem to have time to analyse the data from his employees and they know that this is the case which means that they are no...
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... and hopefully will continue being like this.
References
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Miao, F. Evans, K. Shaoming Z. 2007 ‘The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited’ Journal of Business Research Volume 60, Issue 5, Pages 417–425.
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