Professional Documents
Culture Documents
Sanjeev Varshney
Set targets for the sales force Establish the evaluation criteria Establish evaluation process Conduct evaluation Feedback Carry development process
Can be set on
Sales volume Expense Profit margin Activity Customer satisfaction and combination
Match with the sales budgets Break it down into salespersons, distributors, dealers, product wise etc
Territory Potential Past sales experience Total market estimates Executive judgment Sales people estimates
Set realistic quotas Overestimation or underestimation New product launches Large customer base large geographic area Varied range of customers Lack of quota communication to the sales people Absence of sales man participation Absence of co-ordination between quota and marketing environment
Number of calls
Market share
Sales
Customer base
Profitability
Question is what to use when ? Or else what kind of mix we should have ?
Qualitative Adherence to company norms, reporting etc. Relationship with dealers Innovativeness, sincerity and diligence
Expense ratio Account development and servicing ratio Call activity or productivity
Sales = Days worked X Calls X -------------Days worked Orders X --------------Calls Sales ------------Orders
Sales = Days worked X Call rate X Batting average X Average order size Common Output Indicators Used in Indian Industry Target achieved Total coverage Effective coverage Range sold Credit control Average order size
Evaluation based on targets Appraisal by the superior (qual+ quan) MBO 360degree appraisal
Review the performance Provide feedback Redefine targets Redefine the sales territories Reassign sales people to sales territories Redefine the evaluation criteria Determine the development /career advancement process
Gaps identified in terms of performance forms the basis for developmental program This can be identified by the supervisor/ or by HR department through general HR audit Provide feedback to the sales person Carry out the development exercise
Assignment 2
To launch Safe and soft mosquito repellant cream (Jyothy Laboratories) what will be your sales force objective, strategy and tactics? For details visit http://www.thehindu.com/health/medicineand-research/article1454879.ece Prepare a sales forecast for launching Safe and soft in the market. Prepare a sales territory plan and assign quotas at regional level. What will be the evaluation criteria for sales staff (Company executives and distributor ) Suggest an Incentive plan to motivate the sales force What other decisions you will like to take?
1. Take assumptions wherever needed but be realistic 2. More focus on process than on correctness of data 3. The total no of slides should not exceed 6 (excluding cover slide and thank you slide) 4. Any kind of copying or plagiarism will be evaluated negatively