Hausser Food Case Essay
While the sales have become stagnant, so have the selling techniques. Currently the sales representatives put in the minimal effort in order to …show more content…
In order to start to increase the motivation, Hausser must change the way they develop their sales plan. Currently the company hands down the sales numbers based off last year’s performance. This is unproductive for several reasons. First, the company is being influenced by past events rather than looking at the current market to see what is happening presently. Another disadvantage is the sales representatives are not involved. Since the sales people are not involved, they have less motivation to work towards the goal. Finally, the goals are strictly based on numbers rather than motivating the sales to new markets.
To improve the annual sales plan, Hausser should completely reverse the way they do it. The regional sales manager should meet with each sales representative and work with him or her to create a personal goal. This will allow the sales representative to be involved in the process. At the same time the manager can push representatives to sell more before the year even begins. The district numbers should then be given back to corporate level management