DurvisTech and Carla Falcón: Fixing a Sales Team

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DurvisTech is one of the leading door manufacturers in Spain. The national team of sales agents has been underperforming in the past years, and Carla Falcón, who has just been appointed as the new national sales manager, needs to quickly find a solution to this situation and get the national unit back on track. Specifically, she will need to make decisions regarding three specific problematic sales agents.
Bibliographic citation: GALLO, Í., ÁNGELA JIANG WANG (2021). DurvisTech and Carla Falcón: Fixing a Sales Team. IESE, M-1385-E.
Date: 01/05/2021
Author(s): Íñigo Gallo; Ángela Jiang Wang
Document type: Case
Department: Marketing
Languages: English
Year of the events: 2020
Geographic area: Spain
Learning objective The case presents a company in an industry highly reliant on direct selling. The sales manager needs to analyze the performance of the team as well as the performance of each of the individual sales agents and think of a plan to improve their results. This case addresses problems in people management.