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  • January 2014 (Revised August 2017)
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StepSmart Fitness

By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
  • Format:Print
  • | Language:English
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Abstract

StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director and Regional VP and promoted 30-year-old Benjamin Cooper to manage the underperforming New England district. A first-time manager with no one to train him or explain the causes of the district's underperformance, Cooper has 10 weeks to diagnose the problems and make recommendations that will ensure a turnaround in the territory in less than 16 months. Left to his own devices, Cooper must review the sales data, the incomplete notes left by his predecessor, and his own thoughts after spending a day in the field with each sales person. Then he must make decisions about termination or probation for current employees, the hiring of additional salespeople, ways to increase productivity, and potential new methods of evaluating salesperson performance. He is set to present his conclusions to his also-newly-appointed manager, the Regional VP for the Northeast, in a few days.

Keywords

Analysis; Restructuring; Salesforce Management; Management Succession; Performance Improvement; Manufacturing Industry; Sports Industry; New England

Citation

Dolan, Robert J., Benson P. Shapiro, and Alisa Zalosh. "StepSmart Fitness." Harvard Business School Brief Case 914-509, January 2014. (Revised August 2017.)
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About The Authors

Robert J. Dolan

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Benson P. Shapiro

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Related Work

    • January 2014 (Revised January 2014)
    • Faculty Research

    StepSmart Fitness (Brief Case)

    By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
    • January 2014
    • Faculty Research

    StepSmart Fitness, Spreadsheet for Students (Brief Case)

    By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
    • January 2014
    • Faculty Research

    StepSmart Fitness, Spreadsheet for Instructors (Brief Case)

    By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
    • January 2014 (Revised August 2017)
    • Faculty Research

    StepSmart Fitness

    By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
Related Work
  • StepSmart Fitness (Brief Case) By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
  • StepSmart Fitness, Spreadsheet for Students (Brief Case) By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
  • StepSmart Fitness, Spreadsheet for Instructors (Brief Case) By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
  • StepSmart Fitness By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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