Unit 1 Case Study – Who Stays, Who

Goes? (50 points)

The consulting firm you have worked for over the last year is having some financial troubles.
The large contracts it once had are slowly going away, and as your company struggles to make
payroll, layoffs must occur. The sales staff has not been meeting the sales goals set for them,
resulting in incorrect budgets.

It has been decided that at least three people in the sales department should be laid off. You
create a spreadsheet with pertinent sales employee data.

Name Title Years Last performance Last year’s sales goal

with evaluation overall rating met?
company (1–5 scale, 5 being highest)
Deb Sales N/A as her position is
1 3
Waters Manager managerial
Account
Jeff Spirits 5 3 Yes, 1% over
Manager
Orlando Account
3 4 Yes, 10% over goal
Chang Manager
Jake Account
2 4 No, 2% under goal
Toolmeyer Manager
Audrey Account
5 5 Yes, 15% over goal
Barnes Manager
Kelly Account
1 2 No, 20% under goal
Andrews Manager
Amir Account
8 5 Yes, 5% over goal
Saied Manager
Winfrey Account
4 2 No, 10% under goal
Jones Manager

Case Analysis: Guidelines

Making reasonable assumptions:

 Develop criteria for the layoffs in the sales department.
 Develop a plan as to how layoffs will be communicated with the individual as well as
within the company.
 Discuss strategies to motivate those sales employees who stay with the organization.
Grading
To see how you will be graded on this case study, review the rubric carefully. If you have
difficulty finding the rubric, contact the WCC Blackboard Help Desk at 734.973.3456.

Due Dates
Any submissions after the due date will receive the late penalty identified in the first-day
handout (Course Syllabus link).

SGUM
Finally, points will be deducted for not using business appropriate language, spelling, grammar
usage and mechanics (SGUMs).