Omega Pharmaceutical

Corporation
Overview
• Medium size firm specializing in obstetric, gynaecologic, and pediatric
prescription drugs
• Regional sales manager
• 12 Sales representatives(SR) at different region of Middle Atlantic
States
• 5 SR not performing good
Lisa Dolan
• Newly appointed SR, 6 months ago better than other 4 old SR
• It requires time to settle as a new employee
• Contact is 100%, but conversion rate is 50%
• Experience of selling hyper-allergenic cosmetics
John Crosby
• Worked with Omega for 6 years with average performance
• Working in a small territory of 61 MD’s but have a excellent
conversion rate of 90%
• Asserted that he can’t meet target of 400 in a low territory
• Ask John that what are the changes he suggests and agree to them if
they are feasible
Jim Clemmons
• Experience of 3.5 years with Omega Pharma
• Past records are good
• Recent demise of his father has resulted in declining sales in his
territory
• He is enough motivated and ready to work hard
Wilson Thomas
• Most experienced employee of Omega with 21 years of experience
• Performance is poor
• He has less promotion chances due to his retirement age
• Demotivated and lacks interest due to the above reason
• Can encourage him to meet his target and offer financial incentives
William Spaulding
• 8 years of experience with Omega
• But last 2 years performance is not good
• Worst performance compare to others
• He has the capability to improve the performance and charming
personality
• If he doesn’t improve in the next quarter he should have to resign