Special Assignment

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A second case study of Shield Financial reveals that Doug Bloom, Sales Manager, has been given a special assignment. The company is restructuring and eliminating independent brokers. Company leadership is making this strategic maneuver based on an increase in the population in its mountain state region. Doug is instructed to terminate those positions and build a dedicated sales force. According to Cron & DeCarlo (2009), “The sales force organization defines the sales manager’s role and reporting relationships” (p. 155). Therefore, Doug must carefully approach each aspect of the sales force organization.
Formulating a Plan
Doug’s first order of business is to meet with the two regional sales managers. He should treat them as team players that are crucial to the development of the new sales force. He will need to be straightforward with them regarding the company’s plans. He should also instruct them to be honest with the brokers should they get wind of the reorganization before a plan is complete. The three will need to devise a structured plan to minimize fallout.
The br...

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