Sales Teams at Lexmark Canada

MKT 221

Sales Teams at Lexmark Canada

March 9, 2015

Case Study

1. Do you agree with the rationale presented for moving to sales teams? Has anything been overlooked in coming to this decision?

Moving to sales team for Lexmark, represented a change on the structure basic on individual-oriented to team-oriented model. This decision was taken in order to create a better environment between the each sales represent, and specialized each salesperson to different sectors in order to avoid sales competition and other activities related with an individual performance. In this case, I think the only aspect that wouldn’t work with this move was the previous training as a sales team. A previous instruction and division of work allow a better performance, but without a great employers and focused as a team, implementing this model is impossible. This is the reason why two account managers have left this team, possibly indicative a problem of the implementation of the new model.

1. Were there issues that were overlooked in implementing the sales team concept?

Following the problem described in which Gord Mackenzie the VP sales for Lexmark Inc. in Canada, and Y. Gragnon team leader in Quebec. The transition of the team-oriented model generate questions based in this implementation, if this model was a practical plan and also if the reward is a satisfactory motivation to work on personal performance. In this order the analysis in this case generate questions to analyze; Lexmark Quebec have the right people to make a team work? If they have the right people can the company create a good environment in which these employers feel motivated and secured to stay at the company? Do you think that the implementation of the new compensation package match with these team.

In this order giving answer can bring a right address to find the issues necessaries to determinate if the sales team concept is important to implement. In my opinion, the concept of sales team give a better role to the company because address their employers to enhance a better communication between teams and reinforce every employer to think as a group, have you performance can affect positive or negative depending of your determination and motivation to work. If you have the best sales team, this allow you to a company to think and implementing in new ways to refine or improve each sales team. It could be with rewards/ compensation, a good recruitment, good training as a team, and operations. All these characteristics permit have specialized employers in different areas of sales and a better relationship with your clients. For example, one of the employers have the facility to approach customers in the health sector, other could have a better performance with companies and offices. This multivariate concept only can if you have a good and strong team and if you eliminate that conflict that always appear in sales team; competition.

...