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.

This thesis project focuses on the effects of technology issues in the remote work environment and analyzes them using Bolman and Deal’s four frames for organizational leadership (2017). Real life examples of problems and solutions from the North America Laundry & Home Care Finance department at Henkel are utilized. An introduction to the scope of remote work in 2020 and 2021 is presented, followed by a description of Henkel’s role, size, and structure. Technology issues that occur while working remotely are described and looked at through different employee perspectives and leadership frames. Solutions currently in use and potential solutions to reduce any negative effects of these problems are also given.