Collaboration at work Workshop Albert | Mawan | Faisol | Yoga | Mario

Collaboration at work Simulation Focus Group Discussion

You are a salesperson, 33 years old and have 10 years experience in CJ Electric. You have 40 clients in
your portfolio. Eight of these are very important (classified as A3, A2, B3, and B2). You dedicate more
than 50% of your time to these clients. Your most important client is very loyal due to services you
provide and the time you invest to visit them.
There are only 10 clients among the others with a certain amount of potential. You have classified these
clients as C2 and C3. You dont feel that the rest of the clients in your portfolio (A1, B1, C1) has any real
potential. CJ Electric is the sole supplier for many of them.

You are about to meet with your manager for a review on your visits and how you manage your clients.
Your target is 500 visits per year and your manager has requested that you reserve 20% of your Visits
for new clients (prospects). This would mean dedicating 400 of your 500 visits to your existing clients.
After reviewing CJ Electric guidelines on the number of visits based on platforming (the ABC graph
above), you feel that your managers request are impossible because, based on CJ Electric guidelines,
your existing clients require 487 visits.

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Collaboration at work Workshop Albert | Mawan | Faisol | Yoga | Mario

In Addition, based on your experience, you think that your top 8 clients need much more attention than
the recommended amount. You want to increase the number of visits to key accounts (A2, A3, B2, B3)
and reduce the number of the other clients.
Since you need your managers approval, youve prepared a proposal, increasing the number of visits to
your key accounts where you truly meet your sales objectives. This implies reducing the number of visits
to less important clients of those that only work sporadically with CJ Electric.
One of the arguments you plan to use to convince your manager to approve your proposal is that it will
allow you to meet the target 400 visits in CAP, leaving 100 visits to prospects new clients.

You know that it isnt going to be easy to convince your manager that you need to dedicate so much time
to your key accounts. However, youre absolutely certain that you will have to dedicate half of your visits
(250 visits) to the top 8 clients. Thats what happened last year and new projects are being launched
next year that you are going to have to stay on top of.
HINTS:

You need to emphasize on your portfolio and descriptions of your portfolio (clients and their
potential)
You need to use your proposed planned visits to build the arguments/justifications to your
manager

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