Date post: | 13-Dec-2015 |
Category: |
Documents |
Upload: | vernon-morris |
View: | 228 times |
Download: | 0 times |
1963 ◦ Start-up Capital: $5,000;◦ Employees: 10
2011 ◦ Net Sales: $2.9 billion;◦ Salespeople: 2.4 million;◦ Employees: 5,000
Ave Salespeople Turnover Rate: 68.6%
Fact Sheets
Communications
◦ Written Material
◦ Telephone Hot Line
◦ Regular Solicitation of Feedback
Sales Force Support
Recognition and Prizes ◦ “ A $5 ribbon plus $20 worth of recognition is
worth more than a $25 prize. ”
Sales Force Support Cont’
Incentives ◦ Financial
Retail Mark-up Commission Bonus
◦ Nonfinancial Ribbons; pin; blazers “Special” buttons;
pins; blouse, etc. Pink Buick or Cadillac;
Annual Summit Meeting, etc.
Sales Force Support Cont’
Two Stages: ◦ Initial Qualification ◦ Maintenance
Three Targets to Meet:◦ Team monthly wholesale value ◦ Personal monthly wholesale value ◦ Number of active recruits
The VIP Car Program
Company’s Solution: ◦ Increase in Requirements for VIP Qualification
Consequence More Rush-intos and Less Competent Directors; Disappointed Sales Force
Solution?
Recognition Sometimes is more Important than Money;
Incentive System can be a Double-edged Sword;
Morale is almost Everything for Sales Force
Lessons