Improving Sales Performance Strategies

This assignment delves into the challenges faced by a company aiming to enhance its sales performance. It identifies key issues hindering success, such as employee motivation, communication skills of salespeople, and effectiveness of existing compensation systems. The document proposes actionable solutions to address these problems, including implementing reward and recognition programs, enhancing sales training focusing on communication fluency, and refining the current compensation structure.

Running head: BUSINESS CASE ANALYSIS
Business Case Analysis
Name of the Student
Name of the University
Author’s Note

1BUSINESS CASE ANALYSIS
Table of Contents
Step 1: Problem definition:..............................................................................................................2
Step 2: Identify causes:....................................................................................................................2
Step 3: Make recommendation:.......................................................................................................3
Reference List:.................................................................................................................................5

2BUSINESS CASE ANALYSIS
Step 1: Problem definition:
After evaluating the entire case study it has been observed that Hughes Family furniture
store has expanded their entire process of business in the entire North California market. As a
result, the business experts fail to fulfill the needs and demands of local customers. After being
dissatisfied in fulfilling the expectation of local customers Hughes Furniture fails to maintain
organizational image and reputation. In addition, due to the extreme level of low product price
the salespersons fail to drag the attention of premium customers as well. The major problem that
has been identified within the company includes management issue. The emergence of
Furniture Protection Plan is a complete innovative business strategy. Therefore, in order to
present FPP the business executives need to have proper skill and competency for convincing the
customers. As per case scenario, most of the customers intend to visit a furniture store to view
the collections rater than purchasing products. Therefore, the salespeople should have that level
of skill and competency so that customers’ behavior can be changed and they get attracted
towards Furniture Protection Plan.
Step 2: Identify causes:
Potential cause 1:
After making an effective partnership between What Erick Wilson and Richard Hyche
the employees did not get proper direction on how they should follow organizational culture and
behavior (Robles, 2012). As a result, employees had faced immense communication gap.
Especially the success of a particular furniture business is highly dependent on the skill and
quality of salespeople. Therefore, Erick Wilson and Richard should provide effective training
and development session for enhancing the communication and professional skill of the
employees. As a result, salespeople failed to manage the customers by evaluating the positive
impact of Furniture Protection Plan.
Potential cause 2:
After evaluating the case study it has been observed that Erick Wilson and Richard
Hyche have lacked the proper experience of applying appropriate management policy. That is
one of the most significant reasons for losing the trust of local customers. Before making the
business expansion on the regional market Erick Wilson and Richard Hyche have focused in
spreading their wings North California market. As a result, the salespeople fail to fulfill the
needs and demands of local customers. Automatically a negative impression is created on
Furniture Protection Plan.
Potential cause 3:
Employees are not getting proper motivation for performing well towards the business
services due to dissatisfied compensation policy. As a result, the salespeople fail to enhance the
sale volume (McAfee, Brynjolfsson & Davenport, 2012). In order to provide the best endeavor
every business employee should focus on rendering policies and strategies for enhancing the
performance level of the employees. In this kind of situation, Wilson and Richard Hyche
intended to start compensation strategy to make thee employees courageous towards business

3BUSINESS CASE ANALYSIS
services. Unfortunately, the human resource managers failed to maintain an effective
compensation method based on which the employees get motivated towards performing well.
Potential cause 4:
In order to interact with the customers from different geographical markets and
psychological backgrounds the sales executives should have multi-lingual flexibility (Ingram et
al., 2012). Effective communication skill can impress the customers in listening to Furniture
Protection Plan. As per the case study it has been observed that employees of Wilson and
Richard Hyche do not have that level of competency in impressing the customers by showing
their attractive skill of communication along with proper body language. As a result, customers
do not get convinced in innovative Furniture Protection Plan. In this kind of situation, the rate
of sales growth has become restricted. Organization fails to achieve image and reputation
consequently.
Step 3: Make recommendation:
Recommendation for improving Cause 1:
In order to improve the skill and competency level of the salespeople the business
managers need to provide an effective training session to the employees. Training and
development session would definitely help the sales executives to enhance the professional
competency (Goretzki, Strauss & Weber, 2013). As a result, they would be able to provide better
presentation in front of target customers. In addition, an effective professional approach would
help the business executives to share their internal problem with Erick Wilson and Richard
Hyche. Based on the employees’ feedback the business employers would be able to reform their
strategies and policies.
Recommendation for improving Cause 2
While running the entire process of business based on partnership Erick Wilson and
Richard Hyche should follow collective decision making strategy while implementing
management strategy and policy. With the help of participative form of leadership style Erick
Wilson and Richard Hyche can involve the employees as well for getting innovative plans. The
employees view point may help them in making effective organizational policy. On the other
hand, employees as well would like to show their courageous attitude for providing best services
towards the business organization (Hogan, Chamorro‐Premuzic & Kaiser, 2013).
Recommendation for improving Cause 3
In order to motivate the employees Erick Wilson and Richard Hyche can render some of
the most effective organizational policies that include reward and recognition policy,
implementing high level of bonus and incentive schemes. It is undeniable that Erick Wilson and
Richard Hyche has already implemented effective compensation system with the help of which
employees can earn additional money based on the percentage of sales volume. At the same
time, it has also been identified that this particular compensation system is not very satisfactory
in terms of labor provided by the employees (Lassk et al., 2012). Therefore, the business
managers can implement an effective strategy of reward and recognition so that employees show
their level of satisfaction.

4BUSINESS CASE ANALYSIS
Recommendation for improving Cause 4
One of the most significant features that salespeople should have for drawing the
attention of customers includes communication fluency. Customers are from different
geographical backgrounds and attitudes (Krot & Lewicka, 2012). Therefore, the sales executive
should have control on different linguistics. However, in order to improve the performance level
of sales executives Erick Wilson and Richard Hyche can render an efficient trainer within the
organization so that the employees can improve their skill of communication. As a result, the
service users would like to show their interest in communicating with the sales person.

5BUSINESS CASE ANALYSIS
Reference List:
Goretzki, L., Strauss, E., & Weber, J. (2013). An institutional perspective on the changes in
management accountants’ professional role. Management Accounting Research, 24(1),
41-63.
Hogan, R., Chamorro‐Premuzic, T., & Kaiser, R. B. (2013). Employability and career success:
Bridging the gap between theory and reality. Industrial and Organizational
Psychology, 6(1), 3-16.
Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker Jr, C. H., & Williams, M. R.
(2012). Sales management: Analysis and decision making. ME Sharpe.
Krot, Lewicka, K., & D. (2012). The importance of trust in manager-employee
relationships. International Journal of Electronic Business Management, 10(3), 224.
Lassk, F. G., Ingram, T. N., Kraus, F., & Mascio, R. D. (2012). The future of sales training:
Challenges and related research questions. Journal of Personal Selling & Sales
Management, 32(1), 141-154.
McAfee, A., Brynjolfsson, E., & Davenport, T. H. (2012). Big data: the management
revolution. Harvard business review, 90(10), 60-68.
Robles, M. M. (2012). Executive perceptions of the top 10 soft skills needed in today’s
workplace. Business Communication Quarterly, 75(4), 453-465.
Waller, M. A., & Fawcett, S. E. (2013). Data science, predictive analytics, and big data: a
revolution that will transform supply chain design and management. Journal of Business
Logistics, 34(2), 77-84.