Sales Management – Comprehensive sales management

Sales Management – Comprehensive sales management

Subject: Business    / Management
Question
Sales Management
Given Wed., March 1st
Page Limit: NO LIMIT
Overview
you’ll be putting together a comprehensive sales management plan based on all of the key topics
discussed during the last 8 weeks.
Overview
You have been hired as a new sales manager at Big Buffoon Soda Company, which is the #5 seller of
Low Cal High Energy Drink in the U.S. Last year they sold $10MM with only 2 sales people and a
relationship with one major grocery chain.
Prior to you coming on, the company was purchased by PepsiCo, who wants to expand the brand to
make it the #3 seller in 2017, then ultimately #1 and has hired you to help them create a sales team and
the sales plan that will help them achieve those goals.
This assignment will have you accomplish the following: Identify, interview and hiring a sales team. This will be inclusive of determining salaries,
incentives and commissions.
Identify and establish a simple CRM plan to help track and build contacts.
Your leadership approach in managing a team. Section #1: Hiring A Sales Team Outline a plan on how you would identify, interview and hire a new sales team based on the
following information.
o You need to hire at least 10 news sales people and 4 support staff (it can be more if you’d
like). Create a job description for the following positions: Outside Sales (Commission and/or Base Plus) Inside Sales (Base Plus) Support Staff (Salary) In each, be specific about the experience, quality and expectation for each
level. You need to need to create at least two approaches of a sales organization format
with all your new hires, then pick one and explain why it makes more sense. It
must at a minimum be broken into two different groups (i.e. Big/Small Business,
Groceries/Gas Stations, Adult/College) Create an interview sheet of at least 5 questions to ask each position to help
identify if they are a good fit.
o Once hired, outline a 3-4 month on-boarding program to help the team get along with you.
Also outline a plan if you find out that your sales team isn’t working together and are
undercutting each other.
o Outline a five step plan for first trying to help a failing sales person, then having to release
them.
Section #2: Managing A Sales Team PepsiCo has set a yearly goal of $100MM in the first year and will pay out $10MM in
bonuses/commission to get there. Identify how each of your 14 sales team members (if not more) are paid: salary only,
base+ and commission. Your total team salary budget (not commissions or bonuses) is
$1.5 million.
o Each team must account for 50% of the business (totaling 100% of the business)
o If your sales people get commission or bonuses, outline how much and how it reflects
their total realized salary (i.e. 60/40, 80/20, etc.) Remember, you have no more than
$10MM in bonuses/commission to use.
o Outline the plan on how sales reps will be able to receive at least 50% of their
commission.
o Outline a plan on how sales reps can make additional money after hitting 100% of their
sales goals.
Outline a sales plan and goals for your team based on the following information:
o Establish your quarterly sales goals and quotas for each LEVEL position
o Develop one sales team promotion that will help generate some level of competition
through measurement and a high value reward.
o Section #3: Following and Tracking Leads Provide a list of at least 40 data points you want every sales person to start collecting with every
customer. Identify 5 different protocols for you team to ensure they aren’t stepping on each other’s leads. Identify a 3-step process of qualifying a customer
o In each step, outline a simple lead scoring program to determine if they are a good fit to
move on or not to move on. Show in a table how the scoring works and provide a sample of how it would work. If the customer does not qualify to move on, explain how you will continue to engage with them
until you rescore (see sales funnel management marketing automation slide) For customers your team members are still pursuing, identify at least 3 different ways your team
will stay in touch with them over the year. Create a program where you will engage customers through social?
o What kind of content are you generating?
o What are you listening for?
o What information are you trying to collect back into the CRM?
Section #4: Leading Your Team Explain what kind of leader you want to be for your team. What mission statement would you
create to share with them to understand what type of organization you want to run? Imagine one of your sales team members gets into a car accident and is out of service for 3
months and you need to not only manage, but sell. Explain what things you must do to balance
the two jobs effectively and not let many things fall through the cracks. Imagine after 3 quarters, your team his exceeded their sales goals, but after investigation, you
realized that you assigned the wrong numbers and have been overpaying them commissions and
they have been underperforming. Explain how you would deal with the situation ethically and
how you would try to resolve it. Imagine one of your territories is doing terrible and it is clear it is due to the staff there, however,
you don’t know which one. Outline a plan on how to determine what is going on and then 2-3
different ways to remedy it. 2 Section #5: Insights In working on this final, please provide your insights on the following questions.
o What topic of this class was the one you knew the least about, but now have the greatest
appreciation and why?
o What in your mind is the hardest part of being consistently ethical in being a sales
manager?
o If your team was not performing well sales-wise, but it was a healthy team who thought
you were a great leader. How would you evaluate what could be wrong with your team. How you will be graded: Please use the same template as was provided last week. Single spaced. include page numbers. Be sure to spell everything in your document correctly. Also, be sure to check for typos, so your
brief is clean, well written, good form, etc. Do not only rely on spellcheck. Approach every assignment as a business/professional project. After all your research, only
include the most critical information in your brief. I want substance, so be thoughtful and concise,
when you write and revise your finished product. Be sure to address every question I ask for in the assignment. You will lose points, if you skip
over or miss questions I have asked you to address in the assignment. There is a lot of room for
you to be thoughtful, creative and also strategic in how you present this assignment / project, so
please use your best judgment. If you choose to put this in a “brief” format, see an example below…It does not have to look
exactly like this, because you can make it your own, but this is one way to format a brief. 3 Sample Format
PROFESSIONAL BRIEF
TO:
FROM:
Your Name,
DATE:
Due Date
SUBJECT:
Feel free to use titles for sections, since this is a business brief. Not required, but you are presenting to
the me, who is evaluating your interviewing efforts.
You need to show paragraphs with content that are substantive.
How you will be graded Is your assignment professional and organized properly with the information easy to read, follow
and understand?
Are there spelling and grammatical errors?
Did you address everything in this assignment?
Is your organization representation accurately represent the industry your interviewee works in.
Are you writing and presenting information in a way that provides clear thought and explanation in
simple, concise, yet substantive terms? In addition, does the information you provide make
sense and build toward your conclusions? My suggestion to you — read this and then read it again carefully. Before you ask me questions, be sure
you have first tried to do the work and your research. First, work thru any challenges you have, and then
ask me questions. 4