Milford a HBS case study
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Problem Statement:
Harry Oates has been promoted to take over as the District Sales Manager of the Central district of Milford Industries. Oates has not been provided adequate information or guidance from his superiors. The financial memos handed over to Oates were inaccurate in some areas as seen on Exhibits 1 (% Gross Margin figures) and 2 (capital district growth performance) of the case. This situation could be avoided if the handing-over policies were more thorough.
The sales force of the central district has a performance variation with the company's national standards. Oates' primary task will be to increase the strategic leverage of the sales force. He can set standards for the sales force by evaluating current performance and setting future benchmarks.
Sales Management:
(1) The measurement system gives information on the sales performance. Sales people will focus their performance on those things that are being measured. Measurement system is the clearest statement of the sales task, real explanation of what each salesperson is supposed to do is embodied in compensation plan...