Over the last three months the sales at Diamond Shine have been declining at a significant rate. The purpose of this memo is to offer a recommendation in an attempt to eliminate this trend and achieve our sales goals in the following months. In this memo I have written a proposed problem-solving process, along with several reasons why I believe this is the best approach, to eradicate the issue of decreasing sales.
Improving Our Sales Team
The reason our sales have been declining over the past three months have been due to the fact that our sales managers are not motivated. Most of them were promoted only on the basis that they were a top sales representative. Consequently, most of our sales managers lack the knowledge it takes to be an effective
…show more content…
Some of these steps may include: matching low-performing representatives with high-performing representatives, and implementing more one-on-one coaching techniques as opposed to training the company as a whole. There is also the option of tackling one issue at a time and documenting daily progress made by each sales representative. To formally put all of these steps into a plan, we must first educate our sales managers on how to be effective coaches and leaders. Once they are trained properly, we can move forward to some of the techniques listed above, such as asking each sales representative questions to understand their problems and having them work in pairs to become more …show more content…
Our course of action will start immediately upon approval. We have the manpower in place to conduct a training workshop for all of our sales managers. This workshop will be next Wednesday from 9:00 to 5:00. This training will go over Diamond Shine’s mission statement, motivation techniques, coaching strategies, and how to be an effective listener for each of the team members. Upon completion, the sales managers will carry over the skills they learned from the workshop to each of their units. Every night for a week the managers will meet and discuss how they implemented each newly learned skill to their unit. The group of sales managers will serve as a self-sufficient cohort for problem solving and sharing experiences.
After a month of this training, a senior sales manager will check in and see how things are going with the junior sales managers. The proper training and coaching skills implemented should reflect back in the sales reports that are observed weekly by the retail sales director. Each month, sales managers will have the opportunity to share with their cohort success stories and learned tools for being a more effective leader and coach for their
Levy, Michael, Barton A. Weitz, and Dhruv Grewal. Retailing Management. ed. New York, NY: McGraw-Hill Education, 2014. Print.
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
It is also important for the organization to have a primary leader for the group along with having an executive council or an alternative representation of the company who will incorporate input when discussing tough circumstances and disputable resolutions. This is where I believe that Elizabeth needs to find someone who has leadership power to direct the sales department. This person needs to be able to negotiate and work with others. If Chris would get this position he would need to quit being a trouble maker and start to become balanced and organized so that the sales team would work together to reach their goals. He would need to incorporate everyone’s desires and needs in order to create a set of agreeable goals for the whole group to minimize con-flicting concerns.
In asking the consulting firm for assistance, President Paul Willard stated that the main issue within the organization was a “power struggle between people and departments.” This is precisely where the issues in both the sales and production departments are stemming from. After analyzing the situation, several issues can be pointed out in the sales department, the first being the leadership style of sales executive vice-president Ernie Lane, the second being the dramatic shift in the work force, and the third being the lack of motivation and compensation to maintain morale, satisfaction, and productivity. Most importantly, all the problems are
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
Investment in training will be able to improve Walmart’s financial position. Training can bring resolution to reduced performance issues by clarifying the particulars of the job. This will diminish doubling of efforts in the workplace, the period spent fixing slipups and the problem solving required to right bad performances. Enhanced performance from management training can lessen employee turnover, decrease repair expenses by reducing equipment failures and end in smaller amounts of customer grievances. Better performance from employees will naturally create little need for supervision and bring improved
Marketing is a very broad term, which encompasses all the activities that help businesses in identifying their customers and needs of their target market, utilising all the communication resources in order to target their target market, eventually persuading them to purchase the organisations products and services. It is much broader than the concept of selling, as selling just includes techniques of direct communication used to persuade the customers to buy the products and services of an organisation. In fact, sales are the integral part of marketing. Marketing also helps organisations to utilise all resources in an efficient way to gain customer satisfaction, which will eventually help in the growth of the company. While, on one hand, marketers tend to focus on the needs and preferences of the customers, they also need to keep a close eye on their competitors (Gillespie, 2010). Companies always look to beat down their competition with providing better products and/or services, or by providing less-expensive goods to the customers than their competitors, in order to achieve or maintain the leading position in the industry. The core focus of this paper is to identify and discuss the core aspects how managers could maintain the marketing activities of the organisation in the global context.
Ravi Vergheses was promoted to director of sales for his unit, due to his stellar sales performance. Ravi is thirty-five, young for a PRME senior manager, and according the Meyers-Briggs Type Indicator (MBTI) he has an intuitive personality. Ravi’s promotion has influenced individual and organizational performance and effectiveness both negatively and positively. A significant manager role is getting to know the people, and provide opportunities for individuals to express their professional goals, skills, what they do and don’t want to do, where they see themselves within the company, etc.
A Diamond is one of the two natural minerals that are produced from carbon. The other mineral is Graphite. Even though both of these minerals are produced from the same element ,carbon, they have totally different characteristics. One of the most obvious difference is that Diamond is hard and Graphite is soft. The Diamond is considered to be the most hardest substance found in nature. It scores a perfect ten in hardness. Because of its hardness a tiny Diamond is used as a cutting and drilling tool in industry. Even the Greeks called the Diamond “adamas” which means unconquerable. Diamonds also conducts heat better than any other mineral .
Effective teams are groups of individuals who meet to discuss ideas for achieving a desired outcome by the leader of the group. According to a study of characteristics about how and why effective groups develop, Carl Larson and Frank LaFasto found “a clear and elevated goal” to be the top attribute on the list. (Engleberg and Wynn, 2012. p. 33). Members of the group are more productive when they see their goal as meaningful and lofty. Therefore, when a group of salespeople set a sales plan in action, it may have more importance to the group when it is challenging. Each member of the team has a chance to be part of a cohesive team. “Clear, elevated goals create a sense of excitement and even urgency in groups”
...e key areas covered are customer delight, strengthening of the sales team and reviewing your marketing strategy. While understanding how to increase sales, the firm must focus on satisfying the customer and making the customer feel extra-special. The sales team is the backbone in increasing sales and they need to be aware of the goals and objectives of the organization. The sales incentive program must be good enough and be a sufficient motivational factor for the sales team. While working on how to increase sales it has also been emphasized in this article as to how to review the marketing strategy. One must go back to the basics, begin reviewing from scratch and check whether the customer is satisfied. It is also important that the company understands that each of its employees is a brand ambassador and the image they portray reflects on the image of the company.
Jewelry purchases are highly discretionary because they are heavily affected by adverse trends in the general economy and are measured by disposable consumer income. The first half of fiscal 2003 can be described with a lackluster economy, lower consumer confidence and an unstable geopolitical environment. However, general economic conditions and consumer confidence improved in the second half of fiscal 2003, resulting with increased sales. Since the economy has taken some major strides towards recovery, the jewelry industry represents a bullish market. Large and small retailers are evaluating expansion opportunities outside of the traditional regional mall venue. With this in mind, it is the intention of this paper to assess the comprehensive strategies of the cyclical retail jewelry industry.
One morning, a well-known gentleman went into a bank in London, and was received immediately by Mr. Alexander Holder, head of the bank. He asked for a loan of fifty thousand Pounds. Mr. Holder asked him to present collateral to cover that large sum of money; the man showed him a crown that belongs to the country. Knowing the risk, Mr. Holder agreed to lend the gentleman that large sum of money if he pays it back in a few days. After the gentleman left Mr. Holder decided to keep the crown all the time near by him, so he took the crown to his home in Streatham. There he lived with his only son Arthur and his niece Mary who was an orphan. He told them about his story with the crown of diamonds. When the father was going to sleep, Arthur asked for two hundred pounds. He refused to give him thinking his son was spoiled by his rich friends who had nothing to do except watch horses. Before going to sleep, he went to check that all windows and doors were locked. He saw Mary at a side window at the hall. She closed it quickly, and Holder noticed that she looked anxious. After he went to sleep, he heard some noise that woke him up; he waited until he heard it again coming from his sitting room. He jumped out of his bed and saw his son holding the crown broken from the side and three diamonds were missing. In grief, he accused Arthur of being a thief and a liar. Meanwhile Mary came in and seeing the crown fainted. Arthur asked if he could leave for five minutes but Holder refused and called the police to take his only beloved son to jail. The police searched the house but could not find anything and advised Holder to get the help of Mr. Holmes the famous detective.
With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance as well as achieve set targets and strategic objectives. One of the aspects business management is sales personnel management. This is an important business aspect that can lead to efficiency, as well as effectiveness in business, if executed accordingly. This study will seek to analyze the various tools and techniques used in sales personnel management.
Over the past three months, department sales have declined an average of 15% versus the same three months last year. The purpose of this memo is to recommend a process for the company to implement in order reverse the sales decline.