Case Study: Shield Financial

Statement of the Problems:

Doug Bloom took over the Iowa Office and at many times he was overwhelmed. Some of the problems that Mr. Bloom is facing with Shield Financial would be that he is a great sales person but lacks the time management and leading abilities that come with being a manager. Mr. Bloom is an outstanding salesmen who wanted to advance his career so he chose to take a position in another region where he had the assumption that being a Sales Manager wasn’t going to be much more work than he currently was doing. Mr. Bloom ended up learning fairly quickly that this wasn’t the case and kept finding himself trying to play catch up. The sales manager training that he received however, didn’t show Mr. Bloom quite the understanding of what it means to be a sales manager. The company also introduced a new program that he needed to introduce to the sales reps and ended up having trouble.

Summary of the Facts:

Doug Bloom was is a financial rep who in the last four years was averaging $150,000 per year salary. He was promoted to Sales Manager in the Des Moines, Iowa office. The office however was failing before he took after it and this was going to be a difficult task for him as not only was he taking over a failing office but he also had to implement a new sales program that the company had just rolled out.

Analysis:

Doug Bloom should first learn how to manage his time better. This will allow him to make more time for the employees and for himself to try and get some extra training in. Along with time management Bloom should work on his communication skills with his current sales reps. Many of the sales reps were unhappy with him taking over some big accounts and by threatening them he made them feel unsafe and not want to work for him. Doug Bloom should then try and list measurable goals for the building. This would be a great way for the employees to compare their new sales from their old ones. The disadvantage that Doug has with his sales reps are...