In this simulation we are learning about ways to boost sagging sales. In my company, we are a large OEM that sells directly to the customer, and when we have sagging sales, the first thing we do is an depth market analysis to try to determine what is causing this. Our selling prices are largely driven by the market, and therefore sometimes we can have bad sales numbers just due to price erosion in the market. Also, in the medical device industry, the sales force is a very dynamic organization, and it is very difficult for companies to hold onto their sales reps, as they are constantly being called by our competitors and being offered much more money. Last year all the sales reps in one of our regions went over to a competitor, and that really hurt our sales numbers for the year.

What has your experience been in the company you work for when your sales aren’t looking so good?