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Medium Organizational Change Churn/Attrition Sales Channels

Heavy Attrition

#Healthcare
ProHub Comment

This is a brainstorming-focused case designed to test the candidate's ability to structure an ambiguous problem and develop hypotheses under uncertainty. The case rewards candidates who can quickly identify that incentive misalignment is likely the root cause and who build a MECE framework exploring product mix, territory assignment, and geographic factors. Success depends on driving the case forward and demonstrating confidence in reasoning by consistently referencing earlier analytical themes.

Estimated Time 15 minutes
Difficulty Medium
Source Chicago Booth
50 / 100
Our client has asked us to look into why there is such heavy attrition amongst the junior salespeople in the organization. Where do you think we should start?

Clarifying Information

  1. The average time a newly hired salesperson stays in the organization is less than one year. This is worrisome because it takes about 6 months for a new salesperson to learn how to do their job well and get up to speed.
  2. On the other hand, experienced salespersons (people who have been with the organization greater than 3 years) have almost no attrition.
  3. The organization is a fairly new medical devices company that has been operating for 10 years.