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Sales Management. Inject Plastics Case Topic 20. Stop! Read the Case! Answer the Questions. Was This “Bait & Switch?”. Don’t Want Staff to Sabotage the Test Only the Efficient Survive Highly Competitive Industry Driven by Cost Control
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Sales Management Inject Plastics Case Topic 20
Was This “Bait & Switch?” • Don’t Want Staff to Sabotage the Test • Only the Efficient Survive • Highly Competitive Industry Driven by Cost Control • Information Tech Advances Have Caused Same Result in the Past
Tough Decision for Roger • Identify People to Fire • Justify Decision • Write Termination Letter • Terminate Them
What Criteria to Identify Cuts? • Sales? • Sales to New Accounts? • Longevity? • Multiple Year or 1 Years Sales?
Wally is the Easy 1st Choice • Gretchen?? • Low Total Sales • Low Experience • Middle of Pack in New Sales • Next Choice Depends on Criteria
Regardless of Choice • Have Clear Criteria • Criteria Should be Reasonable • Cannot Target Protected Groups for special negative consequences
Termination Letter Details • Was This for Poor Performance • Was This for a Strategy Change • Is there any consequence for discussing strategy change? • Open for Rehire
Actual Firing • Do it in person • Offer to serve as a reference • Give them the letter
Lawsuit Issue • Law on your side • Facts on your side • Money to pursue • Desire to pursue • Managers not Lawyers
What About Retained Employees! • This is critical • Meeting • Candor • What to Emphasize?
What is Pay Outcome? • Not Good • Assumptions • Current • Projected
High Salary? • Cut Incentive Pay • Are Incentives Optimal? • Will Pay go Up or Not?
Better Options? • Need a Specific Plan • Political Situation? • Good to Stand Out?
What Have We Learned? • Golden Rule • Choose Nice When You Can • Don’t Accept Assumptions • If you object – have clear Plan B • Goal & Incentive Conflict • Trust No One
Generation Gap • My Generation • Internet Generation • New Hire Norm Setting