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Eureka Forbes Ltd.

Managing the selling effortGroup B3

Shivam Jain 11P107

Ankit Mangla 11P123Anurag Saxena 11P127

Hemant Sahajpal 11P141

Rahul Pinnamenani 11P156

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EFLs sales approach

Unique direct sales approach (supplied by Electrolux)

More than 24 million cold calls, 2.4 million product demos & more than

5,00,000 EuroCleans and Aquaguards sold by field sales force annually

Corporate visionEmbrace the customer as friend for life

EuroChamps Early 20s, from lower middle class homes, extroverted,

outgoing, enthusiastic, high achievement drive, well spoken Ads aimed at disposing prospects to welcome EuroChamps when they

came knocking

HOME

Extensivepresentation

Demo

Customerobjectionhandling

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Issues

Declining sales volumes

Falling sales closure rates

Highest sales rep attrition rate

EuroChamps gave demos mechanically, ignoringcustomer cues

Demo equipment damaged/not clean

Negligent response to customer objections

Poor performance across many territories

No time to coach/mentor sales force, managers toobusy managing quotas and sales volumes

High pressure job physically, psychologically

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Bettering the Best

Previously: EuroChamps were rewarded merelyon the basis of sales volume

New System: Points for successful completion of various stages of

selling process, compensation based on points Daily targets also set, a chance for being recognized

10 times a day by superior Aimed at:

Improving sales productivity and overall quality of

sales Making EuroChamps feel good about themselves Improving morale and spirit of the sales team Providing a diagnostic tool for HCRCs

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Really better than the Best?

1. Feel-good factor by achieving smaller targets, boostsmorale and spirit

2. Better clarity about different selling processes

3. Helps build better customer relationships

4. Leads to better customer engagement, satisfaction

1. Tedious paper work, new computerized system, addto it validating and tallying points for every EuroChamp

2. Might end up rewarding non-performers (no sales)

3. Incentives too small to motivate

4. Could shift focus to merely accumulating points

5. Risk of inflating figures

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Suggestions

EuroChamp will be in a dilemma whether to maximize

points/convert sale. A successful sale should carry significantly

higher points to differentiate sellers from pretenders

Create and communicate clear organization-wide ethical code of

conduct taking a clear stance against misquoting figures,reinforce the same constantly through training

Penalize any instances of fabricated data heavily to set an

example (random field checks)

Managers should spend more time and efforts on trainingChamps and closely monitor those working under them. Better

training and field learning gained from managers can help them

learn better how to close a deal, better relations can help

reduce attrition rate

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