IPRAM PHARMA INTERNATIONAL

MBAE (36) Semester: 1

Assignment No: 02

Group Members:

Khurram Altaf 1835174

M. Umair Nawaz 1835179

Hassan Sajjad 1835157

Saad Salman Khan 1835184

Imran Ayaz 1835191

M. Saad Azam 1835177

Submitted to:

Dr. Amir

Submission Date:

March 13, 2019

 Solution of IPRAM PHARMACEUTICAL Problem

During our visit to IPRAM Pharmaceutical, we were addressed the issues of the organization. On
top of which we highlighted the issue of low productivity of sales staff in the organization. Now
we as a group discussed the issue and came up with the solution to enhance the low productivity
of sales staff.

1- When sales staff is unable to achieve the targets, few managers assumes that sales staff is
lazy or demotivated. May be the poor work flow is the cause.
2- First of all, the sales staff needs to set free from administrative task, more than half of the
day spend in the field, now if they have to perform the administrative task along with the
field work, it’s obviously stressful, organization must automate their basic administration
task. Sales staff can use software tools to create sales report, schedule important phone
calls.
3- Secondly eliminate the bundle of task; it reduces sales staff efficiency jumping from one
task to another requires a lot of effort to change your mind. It’s exhausting. Encourage
sales people to perform their field work well. Stop from doing their administrative task.
4- Thirdly keep meeting on task or don’t have any meeting. Meetings are waste of time if
they are not scheduled properly and they don’t have a clear agenda. Meeting should be
short. Short meetings encourage staff to showcase their opinion quickly and it helps in
finding the quick solution of problem as well.
5- Fourth point is to combine the meetings of marketing and sales staff. The right hand must
know what the left hand is doing, marketing and sales team partnership is important to
upgrade the sales. This integration can be called marketing.
6- Fifth point is to give your sales staff a tool, sales team need to hit the doctor’s office at
any moment. For example, a tablet is a must. A sales application on tabs acts as a virtual
catalog and management system like trade gecko mobile. It’s an application where the
sales team can manage their orders.
7- Sixth point discusses motivation. Motivation no doubt is the key to success and a key to
efficiency. Staff who is motivated to do a good job or simply their manger praises their
 work that employee always get things done. We must not underestimate the power of
praise. Respecting sales team, getting to know them, working with them individually,
nurturing their talent, it will certainly pay the organization in terms of high productivity.
8- The last point is the low wages. Low wages also cause the low productivity of
salespeople. If the company gives a good amount of money to their salespeople, then
salespeople give their 100% to achieve their targets. But when the company give low
wages to their salespeople and expect high productivity then this is nothing but a dream.
So, one solution to low productivity would be increased sales people wages. This step
also motivates them to do hard work and play their part in company success.

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