Avaya A Case Solution

2. Key Decisions to be made and Available Alternatives

The key decisions that need to be made in the given situation relates to a change in structure of the organization or the compensation package of the sales team. One approach to increasing the sales performance is to raise the incentive for the sales team to generate sales. On the other hand, the Vice President of Sales is of the view that the sales funnel of Avaya is not fed adequately by the marketing function. The two alternative courses of action are evaluated below:

1. Formation of a Cross-functional Team of Sales and Marketing Personnel – the benefit of this alternative is that sales funnel of Avaya will be filled adequately by the marketing personnel.  The drawback of this alternative is that there will be a time delay for the two functions to be able to work in unison.

2. Raise Commission of Sales Personnel – The benefit of this alternative is that it will raise motivation of the sales team. However, the drawback of this approach is that the cost of sales will increase.