The main problem in this case for Roger Owens is that he bit off more than he could handle with The Plantation on Lake Sconce. He was having a hard time generating business to not only the golf course and clubhouse, but also and more importantly, getting people to buy homes in the housing development on the property. He needs to sell the properties in the housing development to be able to keep up with his loan payments and eventually own The Plantation outright. All of his assets including his Jiffy Lube business are at stake, and will need to be sold to pay off the bank loans if e cannot get these properties sold.
1) I do believe that the team sales approach would work in other sales organizations.I think that when sales teams work together and collaborate, they are successful. For example, in this case each person of the team was credited for what they are best at, but it was also acknowledged that they would not be able to be successful without each role. When part of a smaller sales team, especially, members are constantly able to teach and learn from one another, and most importantly encourage one another.
2) I think that past sales successes of n organization are definitely good indicators of future opportunities.
Questions I would have asked Dan Cross would be, has his team ever worked on similar projects with such high stakes? I would ask what percentage of homes listed with his team have been sold in the past year and I would also ask about the sales team in general upfront, who on the team is responsible for what? (The case did describe team strong suits, but as far as the interview process goes, I feel it would be a good question to ask)
3) I feel the “cowbell” theory could work in other sales and marketing organizations.
The case describes the “cowbell” theory as being when one cow discovers something fascinating or tasty, other cows will follow. To me, this means that if a brand catches onto something trendy, for example, other brands will come out with products as well. A good example of this would Apple and the new ‘phone 6. They are making the new phone’s very similar to the Samsung Galaxy, as they have found that consumers have a stronger desire for the traits a Samsung has. It would be easy to apply the cowbell theory to things that are consistently changing, ever evolving or are trendy.
4) I think that it is critical to know what your sales goals are before a sales action plan is put together. Knowing what goals you are trying to reach goes hand in hand with the action plan. In this case, they know they need to sell all 200 houses in the development in order for the bank loans to be paid off, and for Roger to avoid bankruptcy. Dan and his team reengineering their sales process for every property they are involved in because every property is different, and has different goals. They needed to have strategies that generated more interest to the moms and that closed more sales on the homes.
For example, his strategy of building customer rapport and relationships pushed the buying decision due to positive experiences with Dan and his team, this lead to good word of mouth, generating more outside interest to the properties.
5)’ do not think I can entirely agree with Dawn’s assessment that competition and other outside influences like Case 1 – The Plantation By recalcitrance action plan is executed to perfection. For one, I think that interest rates are an important buying factor to potential buyers.
While how people feel about a property can be changed, but their financial restrictions generally cannot. I also believe that competition when buying a product or service, especially a home is always a factor. It does not matter how “perfect” an action plan is, there are always outside factors to take into consideration.
6) Some possible negative effects the group could experience because of being so specialized may be a loss of business in other genres. If a sales team looks like they only take on certain projects, they may not even be approached for anything else (I. E. Al estate). With that being said, being specialized may make potential clients think that you do not know how to do anything else, or you do not know how to handle problems that are out of the ordinary. Sometimes, I think clients would rather have a good group of problem solvers, rather than a “Specialized” team always going after one main objective.
I think that sometimes “experts” can come off overly confident, which can be intimidating to a client, and lastly, a specialized group is often far more expensive, which could also put off potential clients with more specific budgets. I think that Roger Owens could be defined as the “ultimate customer” because he had a lot at stake, so the Royal group really needed to step up and prove their worth. A client like Roger Owens would give the Royal Group all the credit of expertise they would need in the future. Roger also let the Royal Group take complete control, I feel like it is hard to find clients who will let go, and let a sales group take over and do what needs to be done in order to succeed. Roger entrusted them because he had done all he could on his own up until that point, but still had everything to lose!