Old Hands New Blood Case Analysis Essay

752 Words Nov 21st, 2012 4 Pages
One thing that every expert commentator agrees on within the article is that the problems with which Fusilier is facing cannot be attributed to a single person or a department alone. The company is facing a highly complex organizational problem which is most likely the product of many different factors extending throughout the entire corporation. There may very well be multiple solutions that could result in a healthier organization, but I am highly skeptical that any one of these would solely involve hiring or firing a few key people.
Although every commentator had very thoughtful, intuitive, and lucid responses to the problems presented within the case, I felt that some were more grounded in reality than others. When dealing such
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Although neither of the candidates mentioned in this case meet this profile, Gonzalez comes the closest. Gonzalez probably has the most direct sales and team leading experience, has an amazing track record with the company, and is more than familiar with the industry. In addition, Gonzalez has built up strong internal support within the company, and has developed and maintained many of Fusilier’s established customer relationships. Shapiro, although he may have successful experience implementing integrated solutions, is not familiar with the industry and may be at odds with the corporate culture itself.
From my understanding of how organizations like these function, it seems that everything, ranging from cultural norms to organizational structure, stems down from CEOs themselves. Although the CEO may not directly be involved with the selling process, they still are a major agent of influence and change. The CEO directs the way that sales are executed within a company, and it is upon him or her to instill the sense of urgency and support organizational changes that affects the entire sales division. MacLeod has been indecisive regarding new prospective organizational changes, and as a result the corporation itself has been experiencing some stagnation while its future trajectory is being determined. Fusilier very well may require a new VP of sales to survive, but this alone will not be enough to save a failing company. What
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