Benjamin Cooper, the new manager for the New England district of StepSmart Fitness, a well-known manufacturer of exercise equipment, must find out the root causes of the underperformance of this district and provide solutions for the same that would ensure future sales growth. He looks into the productivity and performance of the company’s salespersons and has to decide on how to address every salesperson under his team.
Robert J. Dolan, Benson P. Shapiro, Alisa Zalosh
Harvard Business Review (914509-PDF-ENG)
January 06, 2014
Case questions answered:
- Why allot Avery more leads?
- Why should Cooper, the new manager for the New England district of StepSmart Fitness, put Foster and Gibbon on probation?
- Is a conversation with Ellis necessary? Why?
- Why check on the expenses of the salespersons of StepSmart Fitness?
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StepSmart Fitness Case Answers
This case solution includes an Excel file with calculations.
Introduction – StepSmart Fitness
StepSmart Fitness is a well-known manufacturer of exercise equipment. The company is implementing a reorganization plant where the new CEO has to terminate some employees and promote some.
One of those promoted was 30-year-old Benjamin Cooper as the new manager for the New England district. This district has been underperforming in terms of sales growth over the years.
Cooper was given by the higher management of StepSmart Fitness 10 weeks to find out the root cause of such underperformance and provide solutions for the same that would ensure future sales growth.
One of his focuses was the productivity and performance of the company’s salespersons. Now, Cooper has to decide on how to address every salesperson under his team.
1.) Why allot Avery more leads?
Avery has the lowest prospects available per 100 miles i.e. 1.6, as compared to Hammond’s 125 prospects
Implication:
Avery has a lot of time traveling. The traveling cost will be distributed to more leads and his sales numbers are likely to justify the expenses and late working hours.
2.) Why should Cooper, the new manager for the New England district of StepSmart Fitness, put Foster and Gibbon on probation?
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