Case Study

You are promoted to a district manager recently. You have been in your current
position just 2 quarter back .Your span of control is 6 territory reps across your
district. You are reported to regional manager. Your company is newly established
one. Company portfolio is 3 products: antihypertensive, antibiotic and antihistaminic.
These products are very effective struggling in the market to get market share due to
high competition. The market is growing rapidly with growth rate 15%. Your company
introduces these three products with affordable price. Main target specialists of
antihypertensive are cardiologist which are skeptic and brand oriented. Target
specialists of antibiotic are surgeons , GP, Chest, IM and antihistaminic are derma and
ENT. The company has other products in the pipeline will be launched soon.
Company offer good benefits package and healthy work environment but it suffers
from high turnover rate.

Your total achievement YTD% is 65% and your product achievement as shown in
table

Product 2014 Ach 2015 Q1 2015 Q2 YTD Ach%

% Ach% Ach%
Anti-hypertensive 60 60 55 57.5
Antibiotic 80 80 75 77.5
Antihistaminic 70 70 50 60%
Total 70% 70% 60% 65
Achievement
Data of each territory as follows:

Territory 1 2 3 4 5 6

2014 Ach % 80% Vacant 80% 100% 60% 50%

YTD % 75% 30% 60% 100% 50% 10%
Contribution 15 17.5 15 17.5 17.5 17.5
Assigned rep Ali Ahmed Mona Mohamed Beshoy Vacant
Avg. call rate 9 10 7 10 7 0
Coverage rate 80% 90% 70% 100% 70% 0

Your reps profiles as follows:

1
Territory 1: (Ali)

Age: 30, Married, Has a good record of achievement, High capabilities and
knowledge, Ali is demotivated because he didn't pass the last assessment to be
promoted.

Territory 2: (Ahmed)

Age: 24, Single, Newly joined from one month ago to the company, Willing to travel
to Gulf, Honest, Do his best.

Territory 3: (Mona)

Age: 26 years, Married, Pregnant, expected to get a baby within 4 month, Due to this
factor her effort is low although she had a good record of achievement.

Territory 4: (Mohamed)

Age 28, newly married he is the best achiever last year, He prepare himself to
transfer to marketing, He is studying MBA, He is ambitious and hard worker

Territory 5: (Beshoy)

Age 29, Married, has long experience with the company, He shifted from many line
before, He is talkative. His achievement is not good

Territory 6: Vacant

Your regional manager invites you for a sales meeting review and request a plan for
Q3 and Q4 , He also asked you to put a coaching plan for each rep in the territory
.What will you do?