The article’s expert commentators agree that Fusilier is facing challenges that cannot be solely blamed on one person or department. The organization is dealing with a complex issue that likely originates from different factors throughout the entire company. Although there might be several solutions to improve the organization, I doubt that any of them would depend exclusively on hiring or firing a few individuals.
While every commentator provided insightful and clear responses to the issues in the case, I found that some had a stronger foundation in reality than others. When faced with complex problems, it is important to consider insights from experienced individuals, but it is always necessary to conduct a deeper analysis. Even expert intuition can be incorrect when compared to empirical evidence obtained through market research, so we must approach such insights cautiously.
Gardner and Dixon, who both have extensive experience in the field, argue that it is necessary to conduct a thorough data-driven analysis before implementing any plan. This analysis should provide enough information to make informed decisions regarding segmentation, sales channel realignment, marketing mixes, and more.
Despite the lack of specific data, experts generally concur that in order to address customers who prioritize price, it is necessary to retain the Product Sales & Service division. Simultaneously, a separate division should be created to target customers who are less sensitive to price and prefer integrated solutions. Considering the company’s past performance and its current organizational setup, this seems like a reasonable proposition.
In order to lead sales at Fusilier, my preference would be for someone who has experience managing both channels and a deep understanding of our sales process. However, neither of the candidates mentioned in the discussion meet these criteria. Gonzalez comes closest as they have direct sales and team leadership experience, a strong track record with our company, and extensive knowledge of our industry. Additionally, Gonzalez has successfully built internal support within the company and maintained customer relationships. On the other hand, Shapiro may have successful experience implementing integrated solutions but lacks familiarity with our industry and may not align with our corporate culture. From what I understand, everything in organizations like ours originates from the CEOs themselves – from cultural norms to organizational structure.
The CEO has a crucial impact on driving and influencing changes in the company, even if they are not directly involved in sales. They have the responsibility of guiding sales execution and fostering urgency to support organizational changes that affect the entire sales division. Currently, MacLeod’s indecisiveness about potential organizational changes is causing stagnation in the corporation as its future direction is being determined.
Fusilier may indeed need a new VP of sales for its survival, but this alone will not suffice to rescue a struggling company. What Fusilier truly requires is a leader who can spearhead the necessary organizational changes and guide its employees towards the correct path – a change advocate. If a thorough market analysis determines that these substantial organizational changes align with Fusilier’s best interests, there will also be an urgent need to transform the corporate culture.
If the company shifts towards a stronger focus on integrated solution selling, MacLeod has the challenge of fostering internal cooperation. The existing internal resistance in the consulting department and the lack of unity in the product divisions indicate that this will not be a simple undertaking.
MacLeod must find an effective way to communicate the new organizational goal, manage attitudes, and establish a rewarding system for desired behaviors while maintaining the support of veteran/ important employees. It is crucial for MacLeod to take a lead role in implementing any necessary changes within the organization and avoid being skeptical towards every decision. If MacLeod fails to fulfill the responsibilities of his position, it would be in the company’s best interest to consider hiring someone else.
