-what is a possible response to the situation.

Scenario:

there is Sales Manager for aconsumersproduct company. his sales force consists of 12 representatives across Canada with substantial geographic areas to cover.

They had been very motivated and increased sales >11% consistently over the past 5 years. This year sales have been very slow with the business growing at 1% overall.

Salary and bonus programs are well above industry average. In the past he have increased these amounts to entice the sales force.

For the first time in many years he do not have a solution and his year-end bonus is based on them achieving quota, which is a substantial sum of money.

The cereal sales division has enjoyed a 9% increase to date and continues to secure more business week to week. his salespeople have an additional product, a newly created snack food. With the new snack currently being sold by your representatives the business in your division should have doubled that of the cereal division.

In desperation you have contacted a consulting firm but what could they know about sales that you do not already know and have tried.

Over the 10 years that you performed the sales function you received numerous awards for achievement. he is the very best salesperson in the food industry and his sales force must rise to the same level.

what can be done?