Scarce managerial talent, field sales and client attrition were potential problems based IDS ‘disappointing performance at mid-year in 1987. Was the vice president of marketing three options “fixes”: 1) increase or decrease the $ 35 million budget for marketing programs, 2) the acceleration of the expansion of the 6,746-person sales force numerically and 3) stresses the strategic geographical expansion of the sales force . The teaching objective is to show the intricacies of planning, … Read more »

Scarce managerial talent, field sales and client attrition were potential problems based IDS ‘disappointing performance at mid-year in 1987. Was the vice president of marketing three options “fixes”: 1) increase or decrease the $ 35 million budget for marketing programs, 2) the acceleration of the expansion of the 6,746-person sales force numerically and 3) stresses the strategic geographical expansion of the sales force . The teaching objective is to show the intricacies of planning, organizing and budgeting as a three-way interaction, affects the results.
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Thomas V. Bonoma,
Minette E. Drumwright
Source: Harvard Business School
20 pages.
Release Date: 08 December, 1987. Prod #: 588 044 PDF-ENG
IDS Financial Services HBR case solution

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