[Case Study] Transitioning performance evaluation from a focus on "results" that create outcomes to an emphasis on "activities."

Revising Sales Position Evaluation Methods from Sales Strategy, Goals, and Processes - Introduction of Consulting Case Studies -

We would like to introduce a case study of Company S, which has been engaged in newspaper sales and flyer advertising agency, and is achieving results by working on sales target management and process improvement. At Company S, until now, employees responsible for each area have taken on the tasks of solicitation, delivery, and collection individually, competing in a personal performance-based sales system. They have enjoyed the benefits of regional monopolies, and until recently, the management had been relatively comfortable. However, in the past few years, sales of both newspapers and flyers have declined. To break this situation, the company thoroughly re-evaluated what "value provided to customers" means and what the company's mission is, fundamentally reforming the way sales department goals are created. A select few outstanding area representatives were chosen to pilot new sales activities, and actual results have begun to emerge. [Case Overview (Partial)] ■ Background and Challenges: Sales of both newspapers and flyers were declining. ■ Consulting Content: - Product and utility analysis - Customer needs and strategies analysis - Changed to a step-by-step approach *For more details, please refer to the related links or feel free to contact us.

Management consultant/Small business consultant