Gene

In: Business and Management

Submitted By tryharder1982
Words 290
Pages 2
Problem Solution: Intersect Investments

Intersect Investments is falling into the same pit of slumped growth that it sees all around it in the market. Its customers are looking for something different and the company's CEO, Frank Jeffers, has a vision for giving the customers what they are looking for and regaining the company's competitiveness. This vision requires a change in the way the company operates, particularly within its sales organization, where strong roots exist in the age-old way of running the business: if a salesperson wants to increase sales then he or she must increase the number of customers with whom he or she interacts.
The purpose of this analysis is to examine the key obstacles facing Jeffers and his organization from implementing this change and the opportunities these issues provide. Fundamental concepts such as motivation through goal setting, external forces of change, organization development leading to organizational effectiveness, continuous reinforcement, and the influence of past experiences will be addressed in the context of this situation and will form the basis for the examination of opportunities. These opportunities will then aid in the understanding of problem and the path forward for Intersect to achieve its vision. Utilizing benchmarking research will enable the incorporation of best practices in the development of an implementation plan that will help Intersect achieve success with its vision.

Situation Analysis
Issue and Opportunity Identification
The decades old philosophy of sales said that if a salesperson wants to increase his or her sales volume, he or she needs only to be efficient with his or her time with the customer, decreasing call-handling time and increasing the number of customer contacts. The law of probabilities then takes over and ensures sales will…...

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