Sales, new products, business enterprises, fitness
Headquartered in Vancouver, Washington, Nautilus Inc. is a global fitness products company providing innovative, quality solutions to help people achieve a healthy lifestyle. With a brand portfolio including Nautilus®, Bowflex®, Schwinn®, and Universal®, Nautilus markets innovative fitness products through direct and retail channels (Bean 2013).”
Nautilus, Inc. has a strong sales organization with remarkably low turnover of salespeople. They take a consultative approach to sales. Among the group, however, is a “lone wolf” who generally makes transactional sales rather than being consultative and focuses on her individual results rather than the objectives of the company. At the same time, she has the top sales results of the group. She also has an outstanding work ethic and works very hard. She is good at multi-tasking and never takes breaks between calls to rest or socialize with co-workers.
There are several potential issues in this case. The objective is to determine how to optimize the effectiveness of the sales organization. Part of that is determining how to deal with the lone wolf. How do her methods and results affect the rest of the sales team? Do her results justify her methods, or is it more important to have everyone following the company direction of consultative selling?
Pimentel, R. W., Pickett, R. A., & Thackeray, C. (2015). Nautilus, Inc.: Dealing With a Lone Wolf in the Sales Team. Mountain Plains Journal of Business and Economics, 16(1). Retrieved from https://openspaces.unk.edu/mpjbt/vol16/iss1/3
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