Problem:
You are the recently hired sales manager for a photocopier company, Photocopiex. You are responsible for managing 10 representatives across Canada. The product is a low-weight, highly reliable photocopier that is targeted at small ($10-50 M in annual sales) to medium sized businesses ($50-250M). It sells for $5,000. Your current annual quota is $5Milllion per year.
Your boss tells you to prepare to present a plan to Senior Management on Monday which will deliver a 20% increase in revenues and reduce the # of representatives by 3. Describe the steps/thinking/process that you would undertake to put this plan together. Clearly specify the information that you would need and how you would use SFA, EMM, CSM, and/or BI to assist you in this activity. List any assumptions clearly. Make sure to support any strategic decisions with insights from your analysis (assumptions included).