Nothing Special   »   [go: up one dir, main page]
Scribd Logo
Upload

Welcome to Scribd!

  • 15 views

    KAM Training Agency RUN-DMC

    Uploaded by

    Humayun Rashid
    The consultant company RUN-DMC sells two services - Data and AI (Service A) and Software (Service B). It has 6 sales representatives who each have their own selling area. Last year, total sales were €25.2 million with margins of 26% for Service A and 8% for Service B. The director analyzed each rep's performance on product mix, sales improvement, meetings, meeting targets, deal size, and overall score to provide recommendations.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    KAM Training Agency RUN-DMC

    Uploaded by

    Humayun Rashid
    15 views3 pages
    The consultant company RUN-DMC sells two services - Data and AI (Service A) and Software (Service B). It has 6 sales representatives who each have their own selling area. Last year, total sales were €25.2 million with margins of 26% for Service A and 8% for Service B. The director analyzed each rep's performance on product mix, sales improvement, meetings, meeting targets, deal size, and overall score to provide recommendations.

    Original Description:

    Original Title

    KAM Training Agency RUN-DMC (1)

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The consultant company RUN-DMC sells two services - Data and AI (Service A) and Software (Service B). It has 6 sales representatives who each have their own selling area. Last year, total sales were €25.2 million with margins of 26% for Service A and 8% for Service B. The director analyzed each rep's performance on product mix, sales improvement, meetings, meeting targets, deal size, and overall score to provide recommendations.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    15 views3 pages

    KAM Training Agency RUN-DMC

    Uploaded by

    Humayun Rashid
    The consultant company RUN-DMC sells two services - Data and AI (Service A) and Software (Service B). It has 6 sales representatives who each have their own selling area. Last year, total sales were €25.2 million with margins of 26% for Service A and 8% for Service B. The director analyzed each rep's performance on product mix, sales improvement, meetings, meeting targets, deal size, and overall score to provide recommendations.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 3

    Consultant company RUN-DMC

    The company sells two services: A (Data and AI) and B (Software)

    The company has 6 sales representatives. Each of the representatives has a named area of their own. All the selling areas are
    identical. The clients are buying both of the services.

    Service A - Data and AI:


    This service has no competition and it is different from others on the market. The service is 4 years old and grows 22% a
    year. The growth will be the same for the coming years.

    Total Sales last year: € 8,1M


    The sales margin is 26 %

    Service B - Software:
    Does not have too much of a difference from competitors. The market is growing by 5% a year.

    Total Sales last year: €17,1M


    The sales margin is 8 %

    Normally the reps are meeting IT managers. For service A though one should meet the CEO since the CEO will improve the chance
    of winning a lot!
    Sales for the last 4 years

    Rep Year 1 Year 2 Year 3 Last Year

    A 3600 3600 3900 4200

    B 3300 3600 4500 5100

    C 5400 5100 6000 5700

    D 1800 2100 2700 3300

    E 3900 2700 3300 3300

    F 3300 3600 3600 3600

    Metrics of different sales reps


    Rep Service A Service Total Sales Margin Meeting Meetings Total Buying
    B CEO IT MGR Meetings Clients

    A 1350 2850 4200 579 73 190 263 54

    B 2550 2550 5100 867 125 152 277 73

    C 1050 4650 5700 645 19 230 249 23

    D 1950 1350 3300 615 93 118 211 57

    E 450 2850 3300 345 21 170 191 45

    F 750 2850 3600 423 60 259 319 71

    Total 8100 17100 25200 3474 391 1119 1510 323


    Analyze and lead:

    Be a director and analyze the team performance individually and give each one of them recommendations on how to succeed in the
    future.
    1) Choose a sales strategy before the analysis (Who are we selling to and what)
    2) Analyze the last year (Quantity-Direction-Quality)
    3) What should the rep do to succeed in the future

    Give a score from 1 to 6 for each of the categories


    (1 = the worst, 6 = the best)

    Rep Product mix Improvement Total The direction of Hit-Rate Avg. size Total Next steps as a
    of the sales Meetings the meetings( IT of a deal pts. director
    or CEO)

    You might also like