How Eureka Forbes should Go About KM Tool 51190105073 Nittin Sharma

Eureka Forbes is one of the largest Water Purifier and Vacuum Cleaner Selling Company.
Most Unique feature of Company is it’s direct Sales which means it’s Sales Person go Door
-Door for Selling and Marketing. A Pan – India Company with about 250 Centers , ever
Changing Product Line and on the Move Sales Force it had a very difficult task of training
the Employees.
In 2001-02, Internet was a Luxury which only a few Afforded and employees need to be
regularly trained on various topics like Team Building, Communication Skills, Product
Features etc. In a very Competitive World EF was required to come up with Solution so that
it’s Team is always Motivated, trained and Fully Aware.
Hence a Intranet Based Knowledge Portal should be developed. Based on Roles Specific
Training Programs should be developed .
For Junior Levels, Trainings should be developed for Product Knowledge. Junior Staff should
be trained on Communication Skills and on Products so that they can resolve maximum
Query of Customers. It should provide them Tips about how to Sell a Product in an Location,
Do’s and Dont’s during Selling at a Location. They should try to have more Live Examples
where some-one share his story of how he Cracked a Tough Sale or what went Wrong in
Sale.
For Senior Level Management Separate Training Program should be developed. It should
train Seniors Overview of Key features EF product and should also tell them Why EF product
is better than Competitor Product. Important Topic like How to Get most of the Team, How
to Motivate Team should also talked about. People should be requested to add their
Experiences so that other can use it.
A Sales Team where Targets are everything, it is very hard to Motivate and make sure that
People should train themselves, continuous efforts should be made so that Employees Attend
Trainings.
At the Beginning of a Quarter, each Person should be asked to make training Plan. The
Person can Attend Training from any EF Location. Periodic Emails along with SMS should
be send to Employees for Attending Trainings. They should also the requested to enter their
User Logs where they can be asked to enter their Unique Moments, difficult Moments, where
they need Help.
During Induction the KM Tool should be introduced to Employees and they should be made
aware how this Tool can be used to develop their Carrier. They should be Informed How to
leverage the expertise, knowledge and experiences of colleagues and partners. Life in Sales is
very Difficult and each Day will never Go as Planned. How-ever Employees should be
informed that the tool along with KM Team and Seniors can help them in resolving their
Queries.
To Motivate People to Attend Trainings and to be Updated , Each Quarter Quiz on KM
Trainings should be Organised and Winners should be given Goodies .
With Motivation to Learn More , How to Improve , Help , Support and Guidance of New
Knowledge Management Tool , each Employee of EF is Sure to Develop Skills and will be
delivering More.
Based on Feedback ,the Trainings / Knowledge Base of KM Tools should always be
updated , hence EF will need a Team of it’s own who can update Trainings based on New
developments . Users should always be asked to Provide Feedback of each training and also
about Topics for which they need Trainings.
With Change in Technologies , the same Tool can be migrated into App Based System which
can be accessed from any Location . Employees can install and Attend KM Session from any
Location.