Pacific Medical Supply Company Essay Example

others, regardless of whether they were purchasing agents or direct customers. Her approach to sales involved building trust and readiness. She viewed herself as a knowledgeable advisor, capable of addressing customers' issues and meeting their needs with the products she offered. Essentially, Nicole embodied all the desirable qualities of a salesperson, aligning perfectly with Jim Shine's exceptional business model that met the company's specific needs.

Jim Shine capitalized on the opportunity presented by inexpensive Chinese products, which allowed for a significant profit margin. He developed a business model based on the 80-20 principle, where only 20 percent of products sold yielded an 80 percent profit margin. This model was carefully crafted to achieve excellence and had a clearly stated vision. To facilitate distribution, Jim had a dedicated sales force. He believed his sales commission structure was adequate until one of his employees, Nicole Landis, surpassed all expectations and exposed flaws in Jim’s commission system. It became evident that Jim had set attractive commission percentages for high quantities of products sold, assuming that no employee would surpass those sales targets.

Jim Shine did not understand the significance of a sales manager's role in maintaining a well-balanced sales force. He was impressed by Nicole's outstanding performance, which led to higher profits. However, Jim neglected his responsibilities as a sales manager, undermining the effectiveness of his entire sales force and weakening the company's overall alignment.

Case Conclusion

To address this issue, Jim Shine should focus on improving his role as a sales manager and creating stability within his sales force.

He needs to assess Nicole's situation and make a viable decision that allows him to keep his top employee. He should

determine if he is capable of fulfilling the role as sales manager or if he should seek a new manager. He should explore ways to instill the qualities exhibited by Nicole in the rest of his employees. He should find a way to strike a balance between promoting Nicole to manager or completely revamping his sales commission structure.