Rishav Sangwan

Reg No. 12204061

Roll No. A08
Sub Code: MKTM 508

SUBMIT T ED TO :
NIRAJ BHANOT SIR
(ASST PROF)
What is the problem in the data and pain point for the company?

The data table provided does not clearly identify any issues, however there are some potential challenges that the
organisation might encounter. They include:Poor target achievement: Patiala has the lowest target achievement of 78%,
which raises questions for the business because it may have an effect on their entire sales performance and
revenue.High PMPM: With a PMPM (Per Member Per Month) of 7.8 Lac, Jalandhar has the highest PMPM (Per Member
Per Month), which may be a sign that the company is overcharging for its goods or services or that there is little
competition in that market. This can affect the business's capacity to draw in new clients or keep hold of current
ones.Greater Salary: The salesperson in Jalandhar earns the highest monthly income, at 47,000. This could cause the
company's management concern.
Identify the type of training required for each salesman?

It is challenging to establish the precise type of training needed for each salesman based on the data provided. But,
based on their age, years of experience, and objective accomplishment, we can offer some broad
recommendations:Jalandhar Salesperson: This salesperson has the most years of experience and is the eldest of the
three. Nonetheless, despite having a high PMPM, they only achieved 85% of their goal. This salesperson might gain
from training in efficient selling methods, effective negotiation strategies, and client relationship
management.Salesperson from Ludhiana: This salesperson achieved 90% of his targets and had a high PMPM. Also,
they have a good deal of experience. This information suggests that the salesperson is doing well. Yet, to keep
progressing
❑ Suggest the components of the training programme to be based on?

Considering the scant details in the table, the following might be some potential elements of a sales training
programme:Training in sales skills could cover methods for establishing rapport with clients, active listening,
addressing objections, and closing deals. The effectiveness of the sales force and the business's sales plan would
determine the specific abilities that needed to be cultivated.Knowledge of the company's products and services as
well as the sector in which it competes may be useful to impart. The sales team may be better able to position the
company's goods and comprehend consumer demands and preferences as a result.If the sales staff is having trouble
reaching its goals, goal-setting and time management training
What should be the Plan of the sales quota for the Next Year?

Based on the given information, the company's average sales target achievement for the current year is 87%, and the sales growth over
the last year is 7%. The market growth rate is 12%, and the company's market share ranges from 9% to 14%.
To set the sales quota for the next year, the company should consider the following steps:
1.Forecast the sales growth rate for the next year: Based on the market growth rate and the company's historical sales growth rate, the
sales growth rate for the next year is expected to be 11%.
2.Calculate the new sales targets: To calculate the new sales targets, the company should multiply the current year's sales targets by the
expected sales growth rate for the next year.
Jalandhar: 10 * 1.11 = 11.1 Ludhiana: 11 * 1.11 = 12.21 Patiala: 8 * 1.11 = 8.88
3.Determine the overall sales target: The total sales target for the next year is the sum of the individual targets for each territory.
11.1 + 12.21 + 8.88 = 32.19
4.Allocate the sales target for each territory: The company should allocate the sales targets for each territory based on their current
market share and sales performance.
Jalandhar: 14% market share, 8.5 sales achievement, target sales 11.1, current coverage 78% New sales target for Jalandhar = 32.19 * (14%
/ 100) = 4.5 New coverage for Jalandhar = (11.1 / 4.5) * 78% = 192% Adjusted target for Jalandhar = 4.5 * (8.5 / 11.1) = 3.49
Ludhiana: 12% market share, 9.6 sales achievement, target sales 12.21, current coverage 89% New sales target for Ludhiana = 32.19 * (12%
/ 100) = 3.86 New coverage for Ludhiana = (12.21 / 3.86) * 89% = 283% Adjusted target for Ludhiana = 3.86 * (9.6 / 12.21) = 3.03
Patiala: 9% market share, 7 sales achievement, target sales 8.88, current coverage 71% New sales target for Patiala = 32.19 * (9% / 100) =
2.89 New coverage for Patiala = (8.88 / 2.89) * 71% = 219% Adjusted target for Patiala = 2.89 * (7 / 8.88) = 2.3
5.Set the final sales quotas: The final sales quotas for the territories are:
Jalandhar: 3.49 Ludhiana: 3.03 Patiala: 2.3
Therefore, the sales quota for the next year for Jalandhar should be 3.49, for Ludhiana should be 3.03, and for Patiala should be 2.3.
Bring out the gaps available in the above data in context of each Territory?

Territory of Jalandhar:A 15% difference from the sales target is indicated by the sales achievement rate of
85%.Sales have increased by 7% over the past year, which is less than the predicted market growth rate of
11%.14% of the market is represented, which is less than the 12% market share that is typical.18% of revenues
are attributable to the bottom three products, which is a sizable share.Territory of Ludhiana:A 13% difference
from the sales target is indicated by the 87% sales achievement.Sales have increased by 9% over the past year,
exceeding the anticipated market growth rate of 11%.12% of the market is less than the 12% market share that
is typical.19% of sales are attributable to the bottom three products, which is a sizable share.

Patiala Region:88% of sales were achieved, which means there was a 12% shortfall from the goal.Sales have
increased by 5% over the past year, which is less than the predicted market growth rate of 11%.9% of the market
is represented, which is less than the 12% market share that is typical.24% of sales, which is a sizable chunk,
come from the bottom three products.There is a potential market that is untapped because only 71% of the
territory is covered.Overall:The average sales accomplishment is 87%, leaving a 13% discrepancy between
actual sales and target sales.Sales have increased by 7% over the past year, which is less than the predicted
market growth rate of 11%.

The actual market share is 12%, which is in line with expectations.15% of sales are attributable to the top three
products, but a sizeable chunk is attributable to the lowest three products.For the aggregate average, the
territory covered is not provided.
Identify 3 strategies for each territory for the accomplishments of the overall growth of the company?

Territory of Jalandhar:
Boost sales efforts: With an 85% sales accomplishment rate, there is opportunity for improvement. To meet the
sales goal, the sales staff can concentrate on growing the customer base, upping the frequency of sales calls, and creating a strong
sales funnel.Concentrate on top products: The top three products account for 18% of revenue, thus concentrating on them can boost
sales. To enhance sales volume, the sales team can create marketing plans to advertise these products, provide discounts, or
package them with other goods.The lowest three products account for a sizable amount of revenues, therefore there may be
opportunities to offer new, more well-liked products with greater sales potential. The sales team can conduct market research to
identify the product mix that appeals to customers and adjust their sales efforts accordingly.
Territory of Ludhiana:
Increase market share: Ludhiana's 12% market share is less than the anticipated 14% market share. To expand
market share, the sales force might concentrate on fostering connections with clients, raising client happiness, and providing superior
client service.Increase the number of products available: The top three products account for 14% of sales, and adding additional
products can boost volume. To find product gaps and introduce new items that enhance the current product line, the sales staff might
perform market research.Improve territory coverage: Ludhiana has an 89% territory coverage rate, leaving a potential market
untapped. The sales team can investigate new areas, find new consumer categories, and create strategies for territorial expansion.
Improve sales efforts in the Patiala Territory:
The sales achievement is 88%, which is nearly at target, but the sales staff can still work harder to meet the
sales objective. The sales staff can concentrate on making more sales calls frequently, creating a strong sales pipeline, and finding
fresh sales possibilities to boost sales.Enhance the product mix: Given that the bottom three goods account for 24% of sales, there
may be chances to launch new, more well-liked products with greater sales potential. To determine the product combination that
appeals to customers, the sales team can undertake market research and modify their sales strategies as necessary.
Prepare a detailed plan based on the data below on how you will manage & change your sales pipeline and what will you do
to meet the sales target of 30 enrollments.
Based on the information supplied, I would implement the following strategy as an Inside Sales Associate at Skill Up to
achieve the sales goal of 30 enrollments in December:Examine the data from the sales funnel: To determine the lead
conversion rate at each stage, I would examine the sales funnel data from September to November. We can observe from
the data that the conversion rate varies every month.Establish Goals for Each Stage: I would establish goals for each
stage of the sales funnel based on the data. For instance, just 77 out of 1100 leads in September were qualified, and
only 23 of those 77 qualified leads were turned into prospects and 12 into sales. Therefore, we need to set targets for
each stage to improve the conversion rate.
Examine the Sales Process: To find any bottlenecks and determine what needs to be improved, I would examine the sales
process. To increase conversion rates, I would examine the lead generating process, the lead qualification process, and
the way we deal with prospects.Enhance the Lead Qualifying Process: To make sure that only highly qualified leads go to
the next level of the sales funnel, I would try to improve the lead qualification process. In order to find highly qualified
leads, ask the proper questions, and decide whether a lead is a suitable fit for our courses, I would instruct the sales
team in these skills. Improve the Sales Pitch: I would try to improve the sales pitch so that it showcases the special value
that Skill Up's courses offer. This would increase the rate at which prospects become customers.Follow-up with Prospects:
In order to maintain their interest in and engagement with our courses, I would make sure that we consistently follow-up
with prospects. To maintain prospects' interest, we would use email campaigns, cold calls, and personalised messaging.
Work together with the Marketing Team: In order to make sure that the lead generation strategy is in line with the
objectives of the sales team, I would work together with the marketing team. Together, we would develop campaigns,
content, and messaging that speak to our target market.Track Lead Progress at Each Stage of the Funnel: I would follow
each lead's movement through the sales funnel on a daily basis. This would make it easier to spot any process
bottlenecks so we can address them and make sure we hit our sales goal.
Thank You