01)What are the problems in StepSmart's New England District?

 From BPI table, it can be seen that there is huge difference between buying potential and
actual sales.(2.2)
 Most of the salespersons are not into aggressive expansion.

02)Which salespeople are not performing as they should?

 Grant Foster
 Avery
 Concetta

03)Is the sales organized and deployed properly?

 NO. The area distribution is not symmetrical. Avery has too large area to cover and
Hammond has very less area to cover as compared to others.

04)What should Cooper do, as he takes over the district, to address these problems?

 First of all, all the sales people must be made aware of the new targets and the repercussions
which have to be faced if targets are not met.
 If possible , the sales people must be reorganised. Daniel Ellis is 65 years old. Hire a new
employee who would work with him. The new employee can take over in case Ellis retires.
 Avery has good relations with existing clients because of his non aggressive approach. But he
should find opportunities which may lead to increase in revenue.
 The expenses of sales people should be kept under control. Eg :- Gibbons expensive lunch
with existing clients.
 Organise sales workshops where they might new strategies to increase sales.
 Better time management skills.