Scenario Waste Solutions, Inc. Jane Smith was thinking about the future as she drove home from an important day at her company, Waste Solutions, Inc. In a little over nine years, she had taken a small waste management company and become a major supplier to small and medium businesses of various types covering the six New England states. During that time, Jane and her vice president of marketing, George Clermont, had handled all the sales responsibilities. Working directly with the buyers, Jane and George had built an outstanding reputation as people who cared about the quality of their services and their relationship with customers. Now Jane was faced with a challenge. Jane and George would no longer be able to handle the sales responsibilities by themselves. The company had grown too big and needed to add salespeople. Jane decided it was time to dramatically increase the size of the sales team while simultaneously expanding sales operations to the rest of the U.S. At present, an analysis of the companys current and near-term future plans had determined Jane could add 12 new employees to create a sales team. Jane has hired you as a sales consultant. She has asked you to develop a plan to create a new, sales organization for Waste Solutions, Inc.

1. What are some reasons the sales environment has the changed for Waste Solutions, Inc.? Based on our class discussions, what are some of the major factors that may have driven this change?