This action might not be possible to undo. Are you sure you want to continue?
Group 2 :
Submitted By: Ankesh Jindal (11PGHR06) Manish Shukla (11PGHR26) Megha Jain (11PGHR28) Nitish Mittal (11PGHR33) Ritvik Sharma (11PGHR42) Sivia Goyal(11PGHR50)
Case Facts : y Protagonist : Rafferty Goldstone y Organization : Bulwark Securities y Case History : Goldstone¶s Profile : y MBA from Kellogg y 8 years as a Sales Rep y Now testing waters in the filed of management . y Turning point : Promotion to Manager at y Pramingham. Massachusetts y Goldstone¶s dream and belief : making a move into management at Framingham Do unto the reps as you would have done unto you .
and all the best.. A strict requirement of adherence to 5-pound policy manual 5-day management orientation program High expectations ± unleash new products.The actual test begins with .´ . etc Lone focus on targets ± ³You have to hit quota´ And then top management says ³Thank you. implement better customer service.
The problems in hand . . Enhanced pressure to improve sales .. Modest knowledge on how to improve buy-in at the organization Issue in handling workers¶ personal problems Lack of a proper relationship between management and the sales reps.
Further the situation intensifies with . ..
The probable reasons : y Absence of proper mentoring and coaching program y More Focus on Financial targets and sales rather than a balance between both behavioral and Monetary changes . . y Lack of proper training for Leadership and Management competencies y Low or no informal social interactive sessions or team building initiatives .
Recommendations : Clear and well defined goals in sync with the Organization¶s strategy be made known to the employees . Not necessary that a good performer will prove to be a good manager too . . Constant one-on-one coaching and performance assessment Proper skills assessment and analysis needs to performed before considering an employee for promotion . Comprehensive and well structured mentoring program in place.
Plus Service Account . Directing. profitability y New product familiarization i.operational records. Performance Evaluation y Cater to customer complaints y Meeting of monthly quotas . Staffing.e.Role Description Tasks y Planning.
.Role Description Continued Knowledge y Customer needs assessment y Efficient utilization of company resources. sales. y Administration. y Introducing and promoting different products. marketing.
Handling of crunch situations. persuasion. adaptability. morale booster. easily approachable. coaching and mentoring Attributes/ Competencies: y Motivating. flexible . continuous learner. Keeps his cool.Abilities: y Coordination. time management. decision making.
Goals y Focus on 20% increase in overall profitability and 50% decrease in customer complaints through a Meticulous and detailed planning. y Implementation of proper time management y High interactions among the employees specially working in a team . y Managing stress for the team and for self y Well defined target charts and devising path to be adopted y Product Familiarization: Explain to managers about the benefits of selling Plus Service account and reaching the desired goals within 3 months y Reduced attrition .
KPIs for Goldstone Type Learning & Developme nt Description Weightage Timeline 30% Attend Training Modules to learn People Management Skills & Time Management Confidence building meetings with Reps about Bulwark¶s transition to Services from Heavy Products Meetings to educate Reps about New Services 10% By Aug¶96 10% As early as possible 10% Monthly or as required Custome r Set µAchieve NIL customer complaints¶ KRA for all Reps 20% Monthly .
KPIs for Goldstone contd. legal& other admin forms Description Weightage 40% 20% Timeline By Aug¶96 20% Every month 10% Monthly . Type Financial Set Individual Sales Targets For Experienced Reps to $1mn For new Reps to $60K by Aug¶96 Achieve adherence to Sales targets for all products Systems & Processes Compliance to timelines for Performance Appraisals and filing expense.
Thank You .