Eureka Forbes

In: Business and Management

Submitted By sushma14
Words 480
Pages 2
Eureka Forbes Ltd

Problems
EFL’s revenues in vacuum cleaner category softened over the past 18 months
- Growth in the division has fallen from 12% in year 1999-2000 to 0.5% in year 2003-2004
Sales closure rates were falling
High sales rep attrition rate

Issues in current system
Territory issues
• Changing demographics made some territories more lucrative than others
Remote monitoring and control





Absence of a formal database of the sales rep
Instances of two EuroChamps ended up calling same customers
Difficult for senior managers to monitor sales activities of sales rep
Senior sales rep used their contacts to gain access to referrals and sales lead

Training Issues
• EuroChamps focused on completing demos – missed prospect’s visible cues, and hence an easy sale
• Reason could be lack of proper training - Art of responding to customer objections neglected in EuroChamps Training
• Demo equipments were damaged or not cleaned

Compensation plan issues
• Compensation plan didn’t reflect the efforts that sales rep made in trying to close deals

“Bettering the best” – Comparison
Existing system

New system

Compensation plan didn’t reflect the efforts Broke larger targets into smaller parts which reflected the efforts

Eg. A door knock earned 5 points, a demo 100 etc

Remote monitoring and control issues

Computerized reporting systems New activity forms were introduced

Training issues

Territory issues

Point based system created a better understanding of important aspects of a sale
Not adequately addressed Not adequately addressed “Bettering the best” – Pros & Cons
Pros

Cons

• Sales rep felt good about themselves, improving the morale of the sales force

• New point system gave too much emphasis to recruitment, too less to service request
• Additional paper work for…...

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