Sales Force Plan Strategy
Competency
Evaluate the key functions of managing a sales force.
Student Success Criteria
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Deliverable 4 – Sales Force Plan
Scenario
You have been the District Sales Manager for Z-Mobile (a nation-wide cell phone company) for the past 2 years. You’ve been noticing a decline in sales, and your Sales Managers are reporting that the Sales Representatives at many of the stores are not feeling very motivated. You think this is partially due to the current compensation program in which all employees are paid a base salary without any bonuses or commission. Your plan is to unveil a new compensation program that you believe will increase employee motivation and lead to a significant increase in sales. You will also be creating a new job description for Sales Managers that refocuses their tasks and responsibilities. Additionally, you will use a motivational theory to retrain all current Sales Managers.
Deliverable 4 – Sales Force Plan
Instructions
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Explain the pros and cons of the current compensation program in which employees are paid a base salary without bonuses or commission,
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Provide your recommendation and rationale for implementing a different compensation program to increase employee motivation and sales performance,
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Identify the motivational theory you will use to retrain all current Sales Managers and explain your rationale including the types of rewards you will use based on the selected theory,
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Create a Sales Manager job description on a separate page that focuses on tasks and responsibilities,
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Include at least 3 quality references and follow APA formatting guidelines throughout the paper,