Who Goes, Who Stays?

Chapter Case

Who Goes, Who Stays?

The consulting firm you have worked for over the last year is having some financial troubles. The large contracts it once had are slowly going away, and as your company struggles to make payroll, it is clear that layoffs must occur. The sales staff has not been meeting the sales goals set for them, resulting in incorrect budgets.

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It has been decided that at least three people in the sales department should be laid off. You create a spreadsheet with pertinent sales employee data:

 

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  1. Making reasonable assumptions, develop criteria for the layoffs in the sales department.
  2. Develop a plan as to how layoffs will be communicated with the individual as well as within the company.
  3. Discuss strategies to motivate those sales employees who stay with the organization.