Start by answering the following question, just after reading the text. Please don’t change your answer for the rest of the case. We’ll use it to compare results afterwards. If faced with Mr. Sieg’s situation, what does your gut tell you to do with the sales training program, before an in-depth analysis? a. Double down on the cold-calling strategy. Resolve the issues related to the Do-Not Call list and regulatory authorities, but continue to heavily incentivise results in the broker team. The performance-oriented strategy did work well for the 2000-2020 period so it makes sense to continue with a revamped and refined version of the program, maintain the aggressive bonus and incentives for the brokers. Your job is at stake and you need short-term results. b. Revert to the old “Mother Merrill” model with an emphasis on people, clients and referrals. The legendary people-oriented strategy that treated employees like family and that worked really well for almost a century, from 1914 to 2000. Take good care of the employees, with salary, bonuses and benefits above average, and they will take good care of the business and clients. A plus is that it is completely aligned with BofA’s “sustainable growth” strategy – so it will look good with BofA’s CEO – and eventually will definitely lay results in the long run. It has done so for a hundred years. c. Shift to a new relationship-oriented strategy with a focus on the client-broker connection and helping trainees develop a mid-term trust relation that will generate business along the way. The social selling approach would be a middle ground compromise: it’s somewhat also aligned with the “sustainable growth” strategy but also it focuses on incentivising the right product for the right client, not just “waiting” for them to be ready. On the other hand, this approach is something “new” in the financial series industry and has not been tested yet. It will face cultural resistance and may lay uncertain results in the mid-term. We’re testing unchartered waters here. d. Other ideas on course of action?