Post on 25-Feb-2016
description
Team EMichael Spychalski, Mia Millevoi, James Kishbaugh, Jenna Germeroth, & Yuan-Yu
Cheng
Dr. George Chressanthis, Sales and Sales Management – MKTG 3504
Table of Contents The Company and It’s Products
Research and Analysis
Recommendations
Implementation
References
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
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
Company StructureOur Sales Contact
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
The Client/Revenue Retention Results are
Inconsistent
Philly
Chica
goAtl
anta LA
NCA Bost
onVe
gas
AC Car
Wash
AC Pe
t Sho
w
ATL (
summer)
Seattle
NYGIF
Expo E
ast SoHo
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00%
Retention
CustomerRevenue
Tradeshow Sales Results & Their Effect on the 80/20 Rule
Philly
Chica
goAtl
anta LA
NCA Bost
onVe
gas
AC Car
Wash
AC Pe
t Sho
w
ATL (
summer)
Seattle
NYGIF
Expo E
ast SoHo
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
70.00%
80.00%
90.00%
100.00%
Revenue by Tradeshow
Weight by Rev
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.
Sales Effectiveness Drivers
(Currently Lacking or Non-Existent)
Current Sales Manager is an excellent Salesperson… Great Sales Reps do not make Great Sales Managers!
Recommendations Option 1: Train
Current Option 2: Hire
New
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
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
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
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
References http://www.marketingprofs.com/5/syrett10.asp
Contact Info Julie Bosak (sales rep) Email:
julie@mosonatural.com Phone: 877-322-6911
(Just ask for Julie)
Web: mosonatural.com