Transcript Changing Quotas 1 - MIE435

C ASE S TUDY :
C HANGING Q UOTAS
B Y S USAN S TEELE
MIE435: Laura Beatty, Andrew Connor, Julia Haynes,
Paige Mauney, Tread Snedecor, Anne Strickland
A GENDA

Background

Critical Issues

Recommendations

Timeline

Comments
B ACKGROUND
Diebold
Equipment Manufacturer for Financial Industry
Fidelity Federal Bank
Financial Institution
Ron Tenuta
Divisional VP
(Number oriented, not a “people” person)
Carroll Lawrence
Bob Ricucci
Sales Manager
(Susan’s former boss)
Regional Sales Manager
(Young, inexperienced)
Albert Greenwood
CEO
(Vision to change bank by
jumping on technology)
Tom Leney
Susan Steele
Senior Sales
Representative
(Motivated, successful
employee)
Senior Vice President
(Saw opportunity in
updating ATMs)
C RITICAL I SSUES

Diebold has a weak Corporate Culture

Communication


Policy Inconsistencies


Quota system
Corporate Culture


Between Susan & her boss
Goals of Management and Susan are not the same
Ethics

Male dominance
C OMMUNICATION
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Provide explanation & support

Acknowledge success
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“2-Way” communication
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“Working for a large company”
P OLICY I NCONSISTENCIES
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Lack of policy/standards
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Frequent changes

Equity Theory
C ORPORATE C ULTURE & E THICS
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Lunch incident

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Susan’s achievement
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Diebold was focused on compensation/quota
Male dominance


Showing two different personalities
10 out of 700
Susan’s desire to be promoted

Felt she wound not be taken seriously
R ECOMMENDATIONS
Mentor Program
Evaluations
Monthly meetings
Posters & Rewards
T IMELINE : D IVE INTO D IEBOLD
Month
Implementation
1
•Management meets with CEO (First)
•Evaluations
•Begin mentor process
•Create and hang posters
•Management meets with employees
2
•Management meets with employees
3
•Top Sales Representative recognition: plaque & reward
•Management meets with employees
4
•Management meets with employees
5
•Management meets with employees
6
•Evaluations
•Management meets with employees
C OST

Posters: $100

Mentor training (1 day): $665

Plaque: $400

Meetings with CEO: Skype, $0

Ropes Course: 2 hr slots, $40/ person.
$750 minimum.

TOTAL: $1,915
Q UESTIONS