Swish Maintenance Ltd. - Aligning management expectations

Objectives

Increase gross profit through the following:

• Implementation of an enhanced sales management system
• Improving management capability and execution
• Increasing sales force effectiveness and productivity

Enhanced management systems

• Designed and installed new tools and procedures for territory call planning, target setting, customer segmentation, and call reporting
• Trained sales managers in using the management system to improve the quality and frequency of sales calls
• Deployed pricing system to maximize client profitability and sustain growth

Improve management capability

• Delivered customized applied management training and coaching to sales managers
• Drove analysis of employee skill gaps and creation of training plans to support sales force personnel development
• Increased accountability of sales force by setting and measuring clearly defined targets and performance expectation

Increase sales force effectiveness

• Worked with sales force on an individual basis to set yearly, quarterly, monthly, and weekly activity plans
• Facilitated the launch of regular performance and coaching sessions between managers and sales reps to drive continuous improvement
• Increased field selling time through reduction of service related calls
• Selected and currently installing sales force automation (SFA) software
• Implemented telemarketing function at the branches and the head office to increase new account development activity

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