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Issues
Declining sales volumes Falling sales closure rates Highest sales rep attrition rate EuroChamps gave demos mechanically, ignoring customer cues Demo equipment damaged/not clean Negligent response to customer objections Poor performance across many territories No time to coach/mentor sales force, managers too busy managing quotas and sales volumes High pressure job physically, psychologically
Aimed at:
Points for successful completion of various stages of selling process, compensation based on points Daily targets also set, a chance for being recognized 10 times a day by superior Improving sales productivity and overall quality of sales Making EuroChamps feel good about themselves Improving morale and spirit of the sales team Providing a diagnostic tool for HCRCs
Suggestions
EuroChamp will be in a dilemma whether to maximize points/convert sale. A successful sale should carry significantly higher points to differentiate sellers from pretenders Create and communicate clear organization-wide ethical code of conduct taking a clear stance against misquoting figures, reinforce the same constantly through training Penalize any instances of fabricated data heavily to set an example (random field checks) Managers should spend more time and efforts on training Champs and closely monitor those working under them. Better training and field learning gained from managers can help them learn better how to close a deal, better relations can help reduce attrition rate