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Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is analyzed to see if there is an opportunity to increase both revenue and work-life balance. This paper investigates a wholesale insurance brokerage company, Risk Placement Services, and their sales force of brokers. A significant portion of these brokers’ workday consists of the backend task of marketing accounts to insurance carriers to find coverage. This is necessary for the completion of the sales cycle but either limits the amount of time brokers can be out on the road or on calls trying to bring in new business or makes them work longer off the clock hours to get these accounts out to insurance carriers. The more business a broker is bringing in, the more time they have to spend marketing these new accounts to carriers, which puts them into a constant snowball of increasing tasks and goals. The main model for the analysis of this problem will be Reframing Organizations by Bolman & Deal which focuses on using their four-frame model to analyze and gain more insight into organizations. Being able to understand this problem from multiple perspectives will allow a more holistic solution to be reached. Following this analysis multiple potential solutions are discussed towards the end of this thesis project.
The world has been greatly impacted by the global pandemic. One of the most substantial shifts was within the workplace and the emergence of a virtual working environment. It has been proven that Generation Z is leaning towards a hybrid working environment for their future careers. According to a recent AT&T survey of employees and business leaders at large U.S. companies, about 86% of employees would prefer hybrid work (Kelly, 2022). Companies have not yet considered successful hybrid working set-ups that could benefit their organization. Research is proving that 72% of businesses reported having no hybrid strategy or basic model that is being implemented into the organization. Both companies and individuals agree that a hybrid working model will help court more young talent. This research study explores the new option of creating a basic hybrid working model that can be adopted by any organization for its remote eligible workers. The model brings together the preferences of Generation Z with research on important hybrid working features specified by additional outside research. A survey conducted on people between the ages of 18 to 25 with one hundred seventeen responses found that 70.9% answered that they would prefer a hybrid working environment. The process for this hybrid work format is compared to that of a hybrid car engine (Appendix A). In order to have a successful output, there need to be specific inputs to ensure the model’s functionality. By following and adding to the model, an organization can increase the success of its hybrid working environment for the new generation of workers coming in after experiencing the pandemic. The overall study aims to voice insights on Gen Z’s working preferences and provide a future solution for creating successful hybrid working conditions for organizations with the potential for further research.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.