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  • Blue and Red Diagonal Blocks Sales Report Sales Presentation

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    Derek J M
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    1) The document discusses increasing sales for StepSmart Fitness to meet a 7.49% target. It evaluates alternatives like terminating or providing guidance to employees. 2) It recommends terminating the low performing salespeople, Concetta and Avery, keeping the borderline employee Foster on probation, and hiring 2-3 new salespeople. 3) Other recommendations include rearranging duties based on performance, training employees, changing the compensation plan, and realigning sales territories.

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    1) The document discusses increasing sales for StepSmart Fitness to meet a 7.49% target. It evaluates alternatives like terminating or providing guidance to employees. 2) It recommends terminating the low performing salespeople, Concetta and Avery, keeping the borderline employee Foster on probation, and hiring 2-3 new salespeople. 3) Other recommendations include rearranging duties based on performance, training employees, changing the compensation plan, and realigning sales territories.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    44 views7 pages

    Blue and Red Diagonal Blocks Sales Report Sales Presentation

    Uploaded by

    Derek J M
    1) The document discusses increasing sales for StepSmart Fitness to meet a 7.49% target. It evaluates alternatives like terminating or providing guidance to employees. 2) It recommends terminating the low performing salespeople, Concetta and Avery, keeping the borderline employee Foster on probation, and hiring 2-3 new salespeople. 3) Other recommendations include rearranging duties based on performance, training employees, changing the compensation plan, and realigning sales territories.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 7

    StepSmart Fitness

    Group - 06
    Sailesh Kodali | MBA05080
    Sajid Khan | MBA06133
    Sanya Nadaf | MBA06138
    Shubhrangi Mishra | MBA06147
    Sushant Mishra | MBA06155
    Sameer Yenugula | MBA06169
    Derek James | MBA06184
    5C Framework
    01 02 03 04

    Company Customer Collaborators Context


    • Manufacturer of • Private Clubs • Big box retailers • US health clubs
    exercise • Home Consumers • Sporting industry was highly
    equipments • Universities equipment retail fragmented
    • 18% Share • Training facilities • No establishment
    chains
    market leader
    • Products: Retail, • Residential • Online retailers
    Private and property managers
    Institutional, • Fee-based health
    Commercial clubs
    products
    • Product Line:
    Cardio, Strength,
    Technology, small
    exercise eqipment.
    Problem
    Statement
    • The BPI indicate that the purchasing power of the
    district was 7.495 but StepSmart was able to
    generate only 5.14% of the sales in 2011.
    • If Cooper succeded in achieving the targeted
    revenues, then he'll receive a bonus of 2% of the
    sales, but if he fails to achieve the target then it
    may lead to a loss of 50% of salesforce.

    How to Increase the sales & achieve the target of


    improving the sales by 7.49%?
    Would termination result in achieving the goals?
    Alternatives

    Probation or providing Hire New Terminate Concetta Terminating Foster


    guidance to its salesperson and Avery
    employees without
    terminating anybody
    Evaluation of
    Alternatives
    Pros Cons
    • Increase efficiency of employees • Cost of training the employees
    Guidance to employees • Increased productivity

    • Due to declining sales performance, he can • Above average performer


    Terminating Foster be kept on probation or be terminated • Performance decline due to a personal problem
    • Can be guided to achieve set target

    • Comparitively low performers • Avery has a strong rapport with established clients
    • Avery doesn't focus on innovative ideas to • Concetta knows the product and can easily
    Terminating Concetta & Avery
    grow business communicate with the clients
    • Some clients dissatisfied with Concetta

    • Will improve sales force quality


    • Increasein cost of coaching and training the hired
    Hiring New People • Will help in improving the target at a better
    people
    pace
    01
    Terminate Concetta & Avery, keep Foster on
    probation
    Recommendations 02 Duties rearranged according to performance

    Cooper should get


    03 Train in areas they lack
    "The right people on the bus,
    The wrong people off the bus, Change compensation program based on number of
    04
    and the right people in the right seats". active accounts and calls per year

    05 Assign larger area to Hammond

    06
    Territory alignment is necessary

    07 Divide the territory of Barrow

    08 Hire 2-3 new employees to compensate for Concetta


    & Avery
    Thank you!

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