[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.
Inquire About This Product
basic information
【Other Case Summary】 ■Results - Selected several outstanding district representatives with excellent sales performance to pilot new sales activities - Results are starting to show *For more details, please refer to the related links or feel free to contact us.
Price range
Delivery Time
Applications/Examples of results
For more details, please refer to the related links or feel free to contact us.
Detailed information
-
Image of sales target management
Company information
Our company is a management consulting firm that specializes in building and improving human resource systems, starting with wage systems. Beginning with the necessity for management reform in client companies, we develop specific problem-solving know-how and engage in 'market-in' product development that empowers users. Through years of rich experience and extensive information gathering, we have accumulated specialized information and concrete examples, which we utilize in consulting that leads to customer satisfaction and in research and development. The human resource system we advocate, based on role responsibility and meritocracy, is constructed with important concepts and convincing logic to overcome the significant challenge faced by small and medium-sized enterprises: "How to optimally allocate a limited budget amidst a labor shortage." We are committed to understanding the concerns of each individual company and supporting them with systems and operational methods that suit their specific needs.