Harry Oates was promoted to sales manager in order to replace Samuel Golberg that suddenly died. Capital District is located in a region where sales represented a significant weight on total sales of the company. However, according to Capital District data, the previous sales manager and its sales team, weren’t performing as well as supposed. Harry has a tough task to motivate and organize his new team in order to perform at their potential.
Analyzing the Capital District it is possible to identify some problems. Firstly I am going to describe those problems and then, I will give some recommendations.

1. Diagnose the key problems you can find in Milford’s Sales system.
Poor Management by previous district manager: * Low moral; …show more content…

* Doug Eaton worked for the company for 30 years and always performed well on his job. However he is losing his capabilities because of age and health. He refuses to decrease his territory, so my suggestion is to put a trainee to work with him: he would pass his experience to someone and at the same time he has some help on his tasks. The trainee then will be able to replace Sonny Caplan territory and then another trainee to replace Doug Eaton when he retires. * Tom Furness, in the past had proved to be a good salesman, but recently, had some personal problems that had been affecting his actual performance. My recommendation is to give him a second chance, since he had proved in the past that he has the capabilities to perform the job. This second chance is a probation in which he has 90 days to bring his performance back to normal, otherwise he will be fired. * Zeke Gibson, he has been in a good performance but recently has been losing his interest on Milford. He has an excellent relation with his costumers, however doesn’t make great efforts to get new ones. My proposal would be to give him specific tasks, for instance, tell him which exactly clients he should look for and ask for a report in which he must explain how was the approach to each of those possible clients.
Finally, Oates should ask for more support from regional manager, Ted Newbury, especially at the begging, since Oates lacks on experience on his new