Sales Report Example
Table of Contents Executive Summary 3 Part 1: GSM Personnel Specification 4 1. Experience 4 2. Qualifications 4 3. Required skills 5 Part 2: Key issues and Recommendations 6 1. Introduction 6 2. Key issues 6 2.1 Motivation and job satisfaction 6 2.2 Recruitment and selection 7 2.3 Training and development 7 2.4 Key account management 8 2.5 Sales team structure 8 3. Conclusion 9 4. Recommendations 10 4.1 Change the reward system 10 4.2 Set up the formal recruitment and selection process 11 4.3 Set up a standardized training 11 4.4 Restructure the sales team with the new role of KAM 13 4.5 Action Plan 15 4.6 Expected Outcomes 16 5. Limitations 17 6. Bibliography 18 7. Appendices 19 7.1 The recruitment process 19 7.2 Sales people calculation 19
Executive Summary
The report is divided in two parts. The first part ‘Personnel Specification’ is aimed to identify the required main skills areas of the new GSM. Those are: * Five to eight years sales experience and management; * University degree of business or marketing management; * Excellent and proven communication skills and interpersonal skills; * Ability to create a work environment and culture to stimulate individual’s development and motivation; * Ability to negotiate and high levels in numeracy and literacy skills; * Personal traits: high motivation, ambition in sales, enthusiasm, full commitment, and ability to work under high pressure.
The second part, which is the most important part of this report, consists two main sections: key issues and recommendations. The key issues have been identified through analyzing our current company’s situations and related theories. Those key issues are: * Low motivation and decreasing job satisfaction; * The lack of formal recruitment and selection process; * The lack of quantity and quality in training and development; * The missing role of Key Account Management
Executive Summary
The report is divided in two parts. The first part ‘Personnel Specification’ is aimed to identify the required main skills areas of the new GSM. Those are: * Five to eight years sales experience and management; * University degree of business or marketing management; * Excellent and proven communication skills and interpersonal skills; * Ability to create a work environment and culture to stimulate individual’s development and motivation; * Ability to negotiate and high levels in numeracy and literacy skills; * Personal traits: high motivation, ambition in sales, enthusiasm, full commitment, and ability to work under high pressure.
The second part, which is the most important part of this report, consists two main sections: key issues and recommendations. The key issues have been identified through analyzing our current company’s situations and related theories. Those key issues are: * Low motivation and decreasing job satisfaction; * The lack of formal recruitment and selection process; * The lack of quantity and quality in training and development; * The missing role of Key Account Management
Bibliography: CPSA (2012) Sales Manager Job description [Online]. Available from :< http://www.cpsa.com/pdf/src/tools/Sample%20Sales%20Manager%20Job%20Description.pdf> [Assessed 16 December 2012]. Donaldson, B. (2007) Sales Management. 3rd ed. NewYork: Palgrave MacMillan. Inc (2012) General Manager Job description [Online]. Available from :< http://www.inc.com/tools/general-manager-job-description.html> [Assessed 16 December 2012]. JCT 600 (2012) General Sales Manager Job description [Online]. Available from :< http://www.jct600.co.uk/data/cm/careers/1028.pdf> [Assessed 16 December 2012]. Jobber, D. And Lancaster, G. (2006) Selling and Sales Management. 7th ed. England: Pearson Education Limited. Reed (2012) General Manager – Milton Keynes [Online]. Available from :< http://www.reed.co.uk/jobs/general-manager-milton-keynes/22306659#/jobs/general-sales-manager-in-milton-keynes> [Assessed 16 December 2012]. * Number of sales people in Midlands = (1973 x 12) / (6 x 225) = 18 * Number of sales people in South = (1545 x 12) / (6 x 225) = 14 * Number of sales people in North = (1196 x 12) / (6 x 225) = 11 * Number of sales people in Scotland/ North Ireland = (499 x 12) / (6 x 225) = 5