The utilization of teams within the organization, instead of groups, is the Bankers Life structuring. Teams create the overall success of the organization, by contributing to the financial success of the company. It was the culmination of the four Kalamazoo branch locations, placing the branch in the second rank within the company of 153 branches. However, specifically there are two main teams of sales agents keeping the Kalamazoo office location leading the four branch locations of Kalamazoo, Fort Wayne, South Bend, and Michigan City. Unit Sales Managers (USM’s) lead the two teams of sales agents at Bankers Life Kalamazoo. One of the USM’s has one Unit Field Trainer (UFT), while the other one has two UFT’s reporting the status of their …show more content…
From entry level starting position, up the chain of command (Robbins & Judge, p. 252, 2016) to the CEO of the company, there is a senior person guiding the individual’s progression. New (contracted) sales agents learn from, and report to their Unit Field Trainers (UFT) on the status of their day and week. Keeping in close contact, through team chat programs, assists the UFT in guiding sales agents to a successful career at Bankers Life. However, UFT’s report the status of their team to a Unit Sales Manager (USM). The USMs work closely with their UFTs for ensuring company success. USM’s report to Branch Sales Managers (BSM) and the BSM communicates to a Regional Director, which happens to be Mike Reardon working from his home office at the Kalamazoo office location. The Regional Director conveys information about their region to a Territory Vice President who reports to the President of Field Development, which in turn reports the company status to the CEO. Furthermore, the hierarchy of the organization follows a Mechanistic Model (Robbins & Judge, p. 252, 2016) for Bankers Life’s organizational …show more content…
Maintaining similar mindsets among their employees by having the utmost standards for ethics, equality and personal accountability attributes to Bankers Life success. Placing retirees and seniors in an improved state of living, before an initial encounter, shows the ethical dedication of the Bankers Life staff. Being a sales driven business at Bankers Life fosters a large span of control within the organization (Robbins & Judge, p. 265, 2016). However, the training process within the organization and witnessing working methods prevents operational change. Sure, there are minor tweaks here and there, but overall, if the process is already affective, there is no reason to alter the way of
Prior to Fuller’s transfer, management at the Carson’s location was poorly run using the classical approach. While this approach can be successful, management has to find a good middle ground between caring for the company and caring about their employees. A traditional classical approach recognizes that there are five important factors to running a successful business (Miller, 19). According to text, these factors are planning, organizing, command, coordination and control (Miller, 19-20). These factors can be seen when you look at Third Bank as a whole. In the study, the CEO saw the issues in his company and put a plan together to improve. He had meetings with management, like fuller, to organize a solution. He then commanded all locations
TQL can put a single sales supervisor into place and divide teams and appoint team leaders immediately. Due to the lack of managerial experience among the account executives the Executive Sales Managers may wish to hold the sales supervisor position until a manager can be placed and properly trained. During this time, non-montary methods of rewards should be discussed for the team leaders duties. TQL should start low and move up with rewards based on performance as a team leader. Some may currently act as an unofficial team leader and may not expect significant reimbursement and TQL should take advantage of these persons.
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
...ints this can be accomplished by applying the remedies discussed by Rion. Applying these principles will be helpful in building relationships with customers, employees, and stakeholders. Associates who know how to handle ethical concerns are also more productive, they possess strong core values that reinforce their sense of purpose. Rion’s concepts are ethically sound, relevant, and can be supported by biblical verses like Col. 4:1, 1 Jn. 5:4, and Ro.3:31. “If you build that foundation, both the moral and the ethical foundation, as well as the business foundation, and the experience foundation, then the building won't crumble” as cited by Henry Kravis N.D.
Ethics is not something that can be forced upon people, and must be implemented in a way that changes the underlying culture that causes unethical behavior. The challenge of changing the culture and the climate of Wells Fargo is an extraordinarily daunting one. With well over 250,000 employees, Wells Fargo is an absolutely enormous company, and it has long been known throughout the banking industry for its incredible sales record. To change the ethical culture and climate of the organization, the root of past ethical issues, requires creative
A fourteen year veteran of Edward Jones counted one of the perks of her job as reading client "thank you" notes penned when children went to college, or when retirements were launched a little bit early (Wolfe, 22 Feb 2002). This veteran could have counted many other types of perks such as salary, career advancement, etc., but she did not. She stated the intangible, intrinsic benefits like “thank you” notes and personal greetings. Many other employees stated similar things like “all we do is help people obtain goals”, clients are just as likely to come in to tell of good news or show off their new car as they are to sign business paperwork, and “everyone is focused around a single mission” (Wolfe, 22 Feb 2002). Without a doubt, these are the exact reasons why Edward Jones was named first in Fortune Magazine's 2002 rankings for Best Company in America. This essay analyzes the reasons why these employees made Edward Jones the number one company in 2002. It will also discuss exactly how Edward Jones motivated its workers through its strict key values and organizational goals.
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
...omer desires. The Branch’s and BU’s have a common goal of sales and profit margins as their managers receive performance based compensation.
The ideal is to pair each teller with an assigned banker. If successful the process will create more efficient teamwork and sales. With a banker personally working with a teller, the teller’s customer would never have to wait, in result more sales. In the past, tellers would walk over a customer for a sale, but when the customer notices they have to wait, they will then change their mind. This we will be prevented with the "Buddy Banker" system. Furthermore, This is the one of the most crucial aspects of promoting employees’ sales involvement within Wells Fargo. This will allow Wells Fargo to completely start the involvement that is needed in sales and teamwork. A proposed course of implementation is to have each employees draw numbers. If their numbers match, they will become
Many of Harrah’s employees deemed the goals set by Winn’s current incentive program to be unrealistic; on the other hand, others felt a sense of entitlement for bonuses. Therefore, Winn’s job is to provide a recommendation to Gary Loveman, on how to motivate and get employees energized. In order to motivate the employees, Winn had implemented an incentive pay plan to rewards Harrah’s employees in all of its properties for improving customer service. The company’s purpose for incentive program was to implant a competitive mindset in its employees as well as to show the employees that they are core of the...
In asking the consulting firm for assistance, President Paul Willard stated that the main issue within the organization was a “power struggle between people and departments.” This is precisely where the issues in both the sales and production departments are stemming from. After analyzing the situation, several issues can be pointed out in the sales department, the first being the leadership style of sales executive vice-president Ernie Lane, the second being the dramatic shift in the work force, and the third being the lack of motivation and compensation to maintain morale, satisfaction, and productivity. Most importantly, all the problems are
Fred’s sales territory spanned across eastern Pennsylvania and western New Jersey, and as an added bonus for any sales role, he had a charming personality and used this skill in developing relationships with secretaries and nurses of medical institutions. He was very efficient in his work and would not waste the customer’s time when he would call on businesses. He also had a wealth of knowledge on the products he sold, and
At the young age of 23, Jim Davis has a promising career at Hereford National Bank. In three months, he has been promoted to Business Development Manager, tasked with developing a new strategy for the bank. His first big initiative of selling bank services through branch managers is at risk due to a twenty-five year veteran’s (Patty Mathews) reluctance to participate. How will Jim leverage his position and personal power to ensure success?
Additionally, the bonus money can be fairly divided between the two. Employees have the responsibility to follow and maintain business ethics and the code of ethics in the workplace. Employees have to be honest, communicate at all levels of the organization, deal with issues at the lowest possible level, and avoid conflict of interest that would lead to unethical decisions. Also, employees should be educated about the policies and regulations set by the company in order to maintain ethical practices in the workplace. Jacob and employees in general are bombarded by ethical issues and by abiding by their roles and responsibilities will guide them in making ethical decisions.
With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance as well as achieve set targets and strategic objectives. One of the aspects business management is sales personnel management. This is an important business aspect that can lead to efficiency, as well as effectiveness in business, if executed accordingly. This study will seek to analyze the various tools and techniques used in sales personnel management.