/// BES /// BUSINESS EQUIPMENT AND SYSTEMS Sales Department Audit Report

/// BES /// - Background  Based in Birmingham, England  Sells fax, data projectors and slim plasma  18 months ago, new sales manager  Sales team with a mix of nationalities (European market in future)  Last year’s sales over 20% below target Sales Manager NIGEL FRASER FAX MACHINES JOHAN NIEDERMEISTER (Dutch, 35) BRUNA TARDELLI (Italian, 34) NINA PERSSON (Swedish, 26) DATA PROJECTORS & NEW PRODUCTS ROBERT DRISCOLL (English, 45) ELIANA PETRIDES (Greek, 25) PLASMA SCREENS JEAN DUBOT (French, 35) DON MILLS (English, 35)

/// BES /// - Problems  Reluctance to detailed sales reports  Staff late or absent or a few dominate discussions at meetings  Targets not met with no responsibility taken  Rivalry between members  Lack of creativity and unacceptance of criticism  “Good old days”

/// BES /// - Suggestions  Focus on department’s atmosphere  Encourage brainstorming  Use the “good old days” feeling as a source for improvement’s opportunity  Find and communicate the added values of meetings and paperwork to the staff  Equalize results by reorganizing divisions (e.g. Data projectors got the best turnover, while Fax machines missed sales frequently; for instance, Driscoll could swap place with Niedermeister)  Delegate to a member of each team the responsibility of the results  Award good behaviour (for example, through qualification extra bonus)

/// BES /// - Conclusion “Alone we can do so little; together we can do so much” Helen Keller

/// BES /// © Copyright November 2007 Francone, Jauregui & Takeda Consulting Group Ltd.