Question: What do you like about your job? What do you dislike? If you were promoted to a senior management position, what changes, if any, would you make to your former position to address your dissatisfaction?
Typically, our company launches new products and concepts three months behind our competitors. This results in poor image of products, lack of motivation in our sales force and only 15% market share. The bottom line is that we could be making $25 million more with our products. Currently, our sales force incentive system is based only on individual sales. Although it ensures that our sales force is aggressive and motivated, key information about customer behavior is not reported to the highest level and product design teams.
If I were in a senior management position in the organization, I would put into place an incentive system for the sales force to report emerging changes in consumer behavior. Providing an adequate reward system, sales people would probably be happy to discuss with product development teams and could certainly bring valuable suggestions to the table.
However, this program would take a change of mentality of the sales force fivm short term to longer term. This change would he facilitated if, in the early stages of the new incentive programs, large rewards were given to new information reported by the sales force. This will set an obvious example to be followed by other sales representatives.
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