MBA presentation for Sales class. Case study analysis exploring issues regarding sales force motivation.

1. Biolab Pharmaceutical Company AleciaMuth 4/14/2010 Sales and Channel Mgmt 1

2. BioLab Pharmaceuticals International manufacturer of drugs Biological products Blood-related products Known for ethical drugs Very large company 2

3. Stakeholders Kathryn O’Brien Senior sales rep Team of 5 junior salespeople Up for a managerial promotion Ed Simpson District manager O’Brien’s direct boss Company Customers 3

4. Situation O’Brien did not get the promotion Simpson cannot give O’Brien clear reasons Junior team not performing up to his expectations O’Brien not motivating team O’Brien is infuriated O’Brien is meeting with Simpson in the morning Motivation in company is fixed—$ Senior salesperson=little power to motivate Promotion or quit 4

5. Problem Neither Simpson nor O’Brien understand motivation and this issue is compounded by poor communication. 5

6. Issue 1—No Promotion Nonfinancial reward taken away No recognition for her additional work outside of her current role 6

7. Issue 2—Poor Communication 7

8. Issue 3—Minimal Motivation 8

9. Solutions to the Problem Do nothing Create motivational program for junior salespeople Create motivational program for senior employees Create both at the same time Create program for senior employees then junior level 9

10. Decision Criteria Motivation Communication Improved Sales 10

11. Alternative Analysis 11

12. Recommendation Create a program for senior employees then junior level 12

13. Questions? 13

14. Bibliography Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a Sales Force. New York: McGraw-Hill Irwan 14