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Published byJeffrey McGee Modified over 9 years ago
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Team E Michael Spychalski, Mia Millevoi, James Kishbaugh, Jenna Germeroth, & Yuan-Yu Cheng Dr. George Chressanthis, Sales and Sales Management – MKTG 3504
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Table of Contents The Company and It’s Products Research and Analysis Recommendations Implementation References
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Clean the Air Non-toxic, eco-friendly, fragrance free, extremely effective air purifier that absorbs odors, bacteria, harmful pollutants and allergens Use anywhere like your car, gym bag, diaper bag, etc. 100% Moso bamboo charcoal Alternative to standard air fresheners
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The Products Residential and commercial use Three different sizes - 50g Mini Moso Bag - 200g Moso Bag - 500g Moso Bag The charcoal that is inside of Moso Bags is made out of timber bamboo from China
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Company Structure Eric Ecker: CEO, Sales Manager Julie Bosak: Sales Rep, Operations Management Subcontracted Sales Reps (11) Jana, Vital Force, Eureka, Twist, Hazen, GFS, Tommy, Jerry, ES, Tony, Progressive Our Sales Contact
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Sales by Channel Hypothesis: The sales force needs to be more focused and targeted to drive consistent sales Based on info from 2012 financial statements
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The Client/Revenue Retention Results are Inconsistent
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Tradeshow Sales Results & Their Effect on the 80/20 Rule The 80/20 Rule showed that 80% of their business came from.9% of their customers. These customers came from the Chicago Trade Show. This makes the company itself very volatile. Our suggestion is to strengthen their other sales channels and create a more consistent sales force. The 80/20 Rule showed that 80% of their business came from.9% of their customers. These customers came from the Chicago Trade Show. This makes the company itself very volatile. Our suggestion is to strengthen their other sales channels and create a more consistent sales force.
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Sales Effectiveness Drivers (Currently Lacking or Non-Existent) Definers Sales Force Size Sales Force Structure and Roles Training Design Shapers Recruiting Learning & Development Coaching Culture Sales Management Team Leadership Compensation & Incentives Enlighteners Customer Research Targeting Data & tools Customer Relationship Management Leveraging Information Exciters Culture Leadership Compensation & Incentives Motivation Programs Meaningful Work Controllers Culture Sales Managers Compensation & Incentives Performance Management Goal Setting & Forecasting Coordination & Communication Current Sales Manager is an excellent Salesperson… Great Sales Reps do not make Great Sales Managers!
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Recommendations Option 1: Train Current Option 2: Hire New
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Sales and Sales Management training Management and Leadership training for business owners and senior executive Negotiations training Customer Service training Inside Sales and Support training Coaching and Mentoring Sandler Training 12 Week Course $1800 40 years in Business 220 Locations CRM System Option 1: Train The Current Sales Manager Formal Training Programs: Online & Classroom Setting
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Learning & Development: The Key to Delivering Sales Results Efficient and effective sales training will provide the necessary skill set to help better manage the sales team Currently no training in place as well as no formal training for the CEO CEO should take sales management training class in hopes of bettering the sales team which is lacking in consistency According to The Journal of Personal selling & sales management, “a significantly higher percentage of small companies than large reported that marketing managers served as instructors in the sales management training programs.” There should be a manager with some background to help build selling skills and be more of a coach
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Option 2: Hire an Experienced Sales Manager Changes company structure to alleviate pressure on current employees Allocates workload in a more focused approach Implements Sales Effectiveness Drivers Uninterrupted by Operations Starts the in-house sales team recruitment process More expensive but better long term results
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Plan to Implement New System in Order to Train Sales Reps for New & Existing Accounts Rotate reps during trade shows to ensure a more uniform sales force and enforce L&D through company culture Track and monitor sales reps using a new CRM system to ensure they’re hitting goals Use new knowledge to help build the sales forces’ grasp on selling B2B Daily updates for salespeople to show what sales are being made on a day to day basis along with monthly, quarterly and annual goals
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References http://www.marketingprofs.com/5/syrett10.asp
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Contact Info Julie Bosak (sales rep) Email: julie@mosonatural.comjulie@mosonatural.com Phone: 877-322-6911 (Just ask for Julie) Web: mosonatural.com
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