EchoPort Sales Manager Simulation

Simulation Overview

You are promoted to play the role of sales manager at a San Jose based company called EchoPort selling their first-generation hand-carried ultrasound (HCU).

This simulation has to be played following Sales Representative: EchoPort

The Story

It has been almost two years since you joined EchoPort as a sales representative and now you (Taylor Richardson) have been promoted to District Manager of the San Jose office, replacing your former boss Jeff Simpson. You learn that the San Jose district office has four existing reps and that you will have to hire two new reps and get them up to speed as quickly as possible. The sales target for the district in $9 million.

You will need to review the profiles and performance of each of your existing 4 reps. Each seem to have a different style and look for something different in terms of support from you as a District Manager. You are also tasked with hiring and firing reps based on their performance and your need. You talk to other District Managers to get their advice on how to think about hiring, firing and managing your district.

Learning Focus

• Develop a sales function from the foundational decisions around go-to-market strategies through execution and implementation
• Understand the steps involved within a company to improve its sales forecasting process
• Building and maintaining an effective sales team

Topics Covered

• Making effective hiring, firing, and training decisions with staff
• Business-to-Business and Business-to-Consumer sales models
• Forecasting
• Time management

Each simulation comes with a Teaching Guidebook for the facilitator along with 1:1 facilitator training and free trials.

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This simulation is by James Lattin and Stanford University