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Selling Effort
Submitted by Group 4
Chandrachuda Sharma Y – 12P194
Chirag Sachdeva – 12P195
Abhro Gupta – 12P200
Santosh Garbham – 12P229
Venkatesh Vasudev Vellur – 12P238
Problems
• Issues with Eurochamps
– Eurochamps missing an easy sale
– Missing simple cues
– Unclean and damaged demo equipment
– Responding to customer objections is neglected in training
• Possible Reasons:
– Improper training from seasoned reps and team leads
– This can be due to stringent targets/ lack of time to senior reps
– Senior reps have no incentive to train new reps who would encroach
on their targets subsequently
Time per
Task Avg time Target call
Demos and 1 hour 30
selling 18060/month mins
15/week
2/day
customer <2.4mins/c
contacts 12050/day all
Problems
• Territory conflicts between seniors and juniors
• Possible Reason:
– Saturation in territories
– Reduced growth opportunities within the organization
• High attrition rate
Size Attrition %ge
Time
0 180
0-6 months 60 66.67
7-12months 37 79.44
13-24 months 32 82.22
Possible reasons:
•Data is inadequate to comment on how much of it is due to natural sieving process
and how much is avoidable
•Due to inadequate support from senior reps
•Saturated territories to meet minimum targets like 40 sales per six months
Steps taken by Eureka Forbes
• New system “Bettering the best” was introduced
• Compensation is dependent on successful completion of various stages of selling
• Objectives:
• Improving productivity
• Increasing daily demos
• Enhancing Customer engagement time
• Providing a diagnostic tool for HCRC
Problems: Pros:
• Time taken to fill activity report • Better training
• 2-3 hours of extra paper work • Better understanding of components of
sales
• Computer training
• Boosted morale
New system
New Time Time per equivalent
Activity Target allocated call remark points units
Active Door Knock 30 120 4fine 5 600
Appointment for the
day 5 120 24too less time 10 300
GAS 1 30 100