Case 8.1: Central Electrical Solutions Background Central Electrical Solutions is a market leader in the residential and commercial construction market, providing computer-controlled interfaces that allow homeowners and property managers to manage their electrical systems in an economical fashion. The company's salesforce is highly experienced, and is noted for its ability to develop sophisticated technical solutions for its customers. Current Situation Vince Elder, Central's sales manager, is contemplating the upcoming fourth quarter of the fiscal year and realizes he has two critical issues to deal with if Central is to meet its annual growth objectives. First, Vince has been comparing the performance of Central's top 20 key accounts this year as compared to last year. He discovered that as a group, the top 20 accounts were ahead of last year's sales figures by an impressive 15 percent. However, when he analyzed the data more closely, he found that two of the top 20 accounts were at 80 percent of last year's year-to-date sales levels. Both of the lagging accounts were in Mark Wilkerson's territory. Mark was a perennial leader among Central's senior salespeople, and his key account performance was definitely a cause for concern. Vince Elder had been aware of Mark's lackluster performance this year, and they had discussed the issue a couple of months ago, when Mark assured Vince that he would finish the year strong. Earlier today, Vince and Mark reviewed the key account situation again, and Vince came away with uneasy feeling. He values Mark as an opinion leader among fellow salespeople and especially needed his support in introducing Central's new mobile application for its control system that would allow customers to manage electrical consumption anywhere and anytime. As Vince replayed the meeting with Mark in his head, he recalled this dialogue: Vince: So, Mark, I really need you to bear down the fourth quarter and bring those two key accounts in over last year's sales levels. Mark I understand, Vince, and I will do what I can. This has been a tough year for me personally, and I think I may just need to catch my breath and get ready for next year. That knee replacement operation slowed me down a and frankly, it sapped my energy for a while. My commissions are holding up OK, so I should be alright Vince Mark, you became a sales leader for Central through working hard and working smart. I just hope you don't lose the edge. Are you still as hungry as you used to be? Mark: Vince, we go back too far for you to ask a question like that. Of course I am just as hungry as ever! But I am a human being too, and right now I just need a little slack. Vince I just want you to reach your full potential. And I need you to help champion the roll-out of the new mobile application. You have got to help the rest of the salesforce take the mobile app over the top. Mark Maybe you need to find another champion. I think I'd better concentrate on getting my own act together. If we are done here, I need to get out and make some key account calls. We've updated our read aloud feature! Questions 1. How do you suggest Elder handle Wilkerson? 2. Assess the possibility of Wilkerson becoming a champion for the roll-out of the mobile application. Is this a good idea? Case 8.1: Central Electrical Solutions Background Central Electrical Solutions is a market leader in the residential and commercial construction market, providing computer-controlled interfaces that allow homeowners and property managers to manage their electrical systems in an economical fashion. The company's salesforce is highly experienced, and is noted for its ability to develop sophisticated technical solutions for its customers. Current Situation Vince Elder, Central's sales manager, is contemplating the upcoming fourth quarter of the fiscal year and realizes he has two critical issues to deal with if Central is to meet its annual growth objectives. First, Vince has been comparing the performance of Central's top 20 key accounts this year as compared to last year. He discovered that as a group, the top 20 accounts were ahead of last year's sales figures by an impressive 15 percent. However, when he analyzed the data more closely, he found that two of the top 20 accounts were at 80 percent of last year's year-to-date sales levels. Both of the lagging accounts were in Mark Wilkerson's territory. Mark was a perennial leader among Central's senior salespeople, and his key account performance was definitely a cause for concern. Vince Elder had been aware of Mark's lackluster performance this year, and they had discussed the issue a couple of months ago, when Mark assured Vince that he would finish the year strong. Earlier today, Vince and Mark reviewed the key account situation again, and Vince came away with uneasy feeling. He values Mark as an opinion leader among fellow salespeople and especially needed his support in introducing Central's new mobile application for its control system that would allow customers to manage electrical consumption anywhere and anytime. As Vince replayed the meeting with Mark in his head, he recalled this dialogue: Vince: So, Mark, I really need you to bear down the fourth quarter and bring those two key accounts in over last year's sales levels. Mark I understand, Vince, and I will do what I can. This has been a tough year for me personally, and I think I may just need to catch my breath and get ready for next year. That knee replacement operation slowed me down a and frankly, it sapped my energy for a while. My commissions are holding up OK, so I should be alright Vince Mark, you became a sales leader for Central through working hard and working smart. I just hope you don't lose the edge. Are you still as hungry as you used to be? Mark: Vince, we go back too far for you to ask a question like that. Of course I am just as hungry as ever! But I am a human being too, and right now I just need a little slack. Vince I just want you to reach your full potential. And I need you to help champion the roll-out of the new mobile application. You have got to help the rest of the salesforce take the mobile app over the top. Mark Maybe you need to find another champion. I think I'd better concentrate on getting my own act together. If we are done here, I need to get out and make some key account calls. We've updated our read aloud feature! Questions 1. How do you suggest Elder handle Wilkerson? 2. Assess the possibility of Wilkerson becoming a champion for the roll-out of the mobile application. Is this a good idea