Case Write Up Barbara Wilson Essay

The important challenge of Barbara Wilson as a Regional Sales Manager is to deal with the drop in suppuration of sales and earnings of the Food Mix Company. She is supposed to provide some ideas to increase the growth of sales. here(predicate) for she needs the help of the District Sales Manager and the Sales Representatives, but unfortunately she just got dull answers from them and didnt receive valuable feedback.Thats why Barbara is not able to keep up or increase sales in her area. One of the main reasons for her conundrum is the communication surrounded by Barbara and her team. The team doesnt trust her, they fall apartt see her as one of them, thats one of the reasons, why they dont deform to help her with providing ideas for the sales growth by sharing their knowledge. Another cause for the problem of Barbara is the structure of the Food Mix Company (FMC).Employees, who have a long pass away experience (for representative 18 or even 36 course of instructions) on the s ame job at FMC dont get promoted, instead they have managers, like Barbara, who are much younger and well-trained, with few years of work experience and little knowledge about market characteristics and field work. This is frustrating for the employees and doesnt support a good relation between them and their managers. Another reason for Barbaras problem lies is the motivational system at FMC.The reward in the form of a bonus is always paid at the end of the year and depends on completing the yearly target, which is defined by the top of the performance from last year. The sales team is not motivated for an outstanding good performance, because this will raise the target for the next year. Thats why, they try to keep the information about the new market segment (older people) as a secret and haze over this important strategic information from the top management.They dont realize the importance of this information for circumstances to find a solution for decreasing sales. One optio n for Barbara to handle these problems is the improvement of the communication between her and the team. She should try to build trust by maneuvering interest in the work and problems of the sales representatives and show them, that she is one of them, for example by spending time with the sales representatives on team meetings, workshops or connecter them in the field.By spending more time with her team, Barbara would recognize the existing problems and could try to solve them by talking to the top management and find a better way for the motivation system. Another acquire of improving the communication between Barbara and her team is the chance in improving the intelligibility of the team for the strategies and problems of the FMC, so they would visualize the importance of sharing their knowledge.