Agenda of presentation

Introduction
Sales force staffing process
Observation
Problem analysis
Recommendation

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Computer (India) Ltd. - Introduction

Incorporated in US

2000: India Operations (Sales & Marketing)

Products:
Notebooks
Servers
Printers
Software
Peripherals
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Company Introduction
Online selling + Sales force

Leading sellers of PC in the world

Amongst top 5 in India

Manufacturing Base China

Market Share in India 3% (2004-2005)

PC Sales in India
2004 3.6 million
2005 (estimated) 4 million
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Sales-force Staffing Process

Planning
Recruiting
Selecting
Hiring
Socialization
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Step 1: Planning
Regional Sales
Manager
Area Sales
Manager
Regional
Administration
Manager
(1)
Gives estimates
(2)
Types of trainees needed
(3)
Prepares Job Specification (Sales Trainees)
Releases Ads in local newspapers
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Step 2,3,4: Recruitment, Selecting, Hiring
Junior
Administration
Officer
(1) Screening of applications

(4) Gets acceptance of job offers

(5) Ensure new recruits report for the training
Shortlisted
Candidates
(2) Personal Interview (RSM & ASM) & Medical Checks
Regional
Administration
Manager
(3) Issues appointment letters
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Step 5: Socialization & Training
Training Objectives:

Company Information
Product knowledge
Company policies
Sales & Marketing policies
Market Information
Selling Skills
Communication & Negotiation skills
Time & Territory mgmt
Customer Relationship Mgmt
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Step 5: Socialization & Training
Training Methods:

Lectures
Role plays
Group Discussions
Group Presentations
Product Demonstration
Case Discussion
Multi-media presentations
Audio-video cassettes

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Step 5: Socialization & Training
30 days training
In-house Trainers
Specialist Trainers
Senior Company executives involved
Mission, Vision, Objectives, Org Structure, Sales policies
On-job training (1 month)
After 2 months of training Coach assigned
90 days coaching period

Revitalization Plan:
90 days evaluation period
30 days given for performance improvement
No improvement Trainees asked to leave the org
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Observation
Batch of 20 trainees

40% below expectations

Affected sales performance

Problems with Staffing

Problems with Training
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Problem Analysis
Inadequate Recruitment process

Insufficient Training

Revitalization plan - Fear of failure

High Pressure

Low motivation level

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Recommendations
Psychometric testing
Training programs
Customer segment
Positive attitude
Innovation & Creativity
Check on Trainers competencies
Motivational programs
Employee friendly programs
Employee councils
Assignment of mentors
Interpersonal bonding in teams
Better incentives
Reduced work pressure & long working hours

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