Question

You are the leader of the customer service team for an organisation. You are responsible for ensuring that the shop is always staffed with assistants who make customers feel welcome, attend to their questions and needs knowledgably and promptly and who are able to maintain the shop’s displays at all times.

At any one time you have a team of 15 assistants with six needed per day. Due to the nature of the work you have an average turnover of one position per month.

At a recent senior management meeting the business strategic plan was developed, from which you now need to develop a performance plan for your sales team. You also need to remember the ongoing team requirements as well as those new requirements brought about by the strategic plan.

In essence, the strategic plan states that, over the next 12 months, the organisation is aiming to:

Increase turnover by 30% by:

• introducing 20 new products including a range of six health lollies that have added nutrients

Build market loyalty by specifically targeting tweens as customers by:

• designing new packaging specifically designed to have greater appeal to the 7–12 age group
• introducing a club membership for tweens that gives them free gifts for purchases over specific amounts

Increase efficiencies by:

• increasing average customer sales from $4 per person per visit to $6 per person per visit
• purchasing and installing a new computerised till aimed at tracking sales by each salesperson

Define the sales team goals for the next 12 months. Ensure that they are SMART.

Answer 1

Performance Plan

A business vision should likewise be testing, something that is well beyond the ordinary desires. Sales idea develops from an extraordinary longing to make something positive happen.

1. SMART is an acronym that stands for Specific, Measurable, Attainable, Realistic, and Timely. SMART objectives and goals, subsequently, are the directing rule that accurately express the methodologies that you utilize in the quest for your craved. SMART goals just compress your execution desires. You have to define these desires in a down to earth, quantifiable, discernible, and unsurprising way. You will publicize for the new positions in the print and online media on and conduct interviews. Fruitful hopefuls will begin to take a shot. You need to develop your income to dollars in the following 12 months (Norman Behar, 2016).

2. KPI stands for Key performance indicator. KPIs are instruments that might be utilized by an association to characterize, measure, screen, and track its execution after sometime toward the achievement of its expressed authoritative objectives. It is an arrangement of quantifiable measures that an organization or industry uses to gauge or think about execution as far as meeting their vital and operational goals. An essential standard, KPIs, and afterward grow more sophisticated measurements that will permit you to focus on the most basic territories requiring observing and administration. KPIs ought to work to persuade your representatives to buckle down, yet not be impossible and out of scope. Guarantee they are not set too high to be in any way discouraging for officials who can't achieve them, additionally not very straightforward that they journey along (infoentrepreneurs).

3. Making sales goals is pretty much as simple as it sounds. Be that as it may, making sensible deals objectives is more vital. A few deals supervisors trust that making a huge goal is an incredible approach to get their groups spurred and others believe that it's ideal to work without sales goals by any stretch of the imagination. A sales team looks to its pioneer for guidance, so be as particular as you can when giving it. For instance, you might need to put some of your benefits in stocks, either correctly or through shared finances due to the potential for a higher return that would permit you to achieve your objectives sooner. The time frame for these goals gets shorter; you can step by step move some of those benefits into more value stable ventures (finra, 2016).

4. I choose profit goal that is as all that matters is the thing that drives business, so measuring and remunerating salespersons on gainfulness may sound perfect. Powerful Strategies for Driving High Performance, profits measurements can be hard to actualize well. Benefit computations are regularly excessively complicated for the business power, making it impossible to comprehend, and salespersons may feel like they have less control over gainfulness than income (Dunnett, 2016).

References

Dunnett, L. (2016). Examples of Sales Performance Goals.

finra. (2016). Set a Time Frame for Your Financial Goals. Retrieved from finra org

infoentrepreneurs. (n.d.). MEASURE PERFORMANCE AND SET TARGETS. Retrieved from infoentrepreneurs:

Norman Behar, D. J. (2016). The High-Impact Sales Manager: A No-Nonsense, Practical Guide to Improve Your Team's Sales Performance.

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