Sales Case Study
Activity 2:
Case Study:
Your task is to:
Define the sales team goals for the next 12 months. Ensure that they are SMART.
Define the KPI’s and standards for each goal.
Define the timeframe for each goal.
Select 1 goal and create an action plan which clearly documents how you will achieve this goal. Detail the methods/processes that you will engage in, the resources that you need and risks or constraints.
The business’ strategic plan for the next twelve months is to;
Increase turnover by 30%
Through the introduction of 20 new products including a range of ‘health’ lollies that have added nutrients
Build market loyalty by specifically targeting ‘tweens’ as customers
By designing new packaging specifically designed to have greater appeal to the 7-12 age group
Introducing a club membership for ‘tweens’ that gives them free gifts for purchases over specific amounts
Increase efficiencies
Increasing average customer sales from $4 per person per visit to $6 per person per visit
Purchasing and installing a new computerised till aimed at tracking sales by each salesperson
The Sales team’s goals for the next 12 months need to be in line with the business’ strategic plan. To achieve the goals will mean the achievement of the objectives set out in the plan. The Sales team’s goals also need to be Specific, Measurable, Achievable, Realistic and Trackable.
GOAL 1: With the introduction of 20 new products, sales targets for the store are calculated as last year’s figure plus 30%. Stores will be set a weekly budget with all staff budgets calculated as a percentage of their roster time.
GOAL 2: Implement the loyalty club program – grow this to 1,260 members after 12 months, being 2 new member per salesperson per week.
GOAL 3: To increase average sale value, staff are to offer an additional item to every customer at point of sale.
The Key Performance Indicators and standards for each goal will provide a way to measure if the sales person is performing their role at a
Case Study:
Your task is to:
Define the sales team goals for the next 12 months. Ensure that they are SMART.
Define the KPI’s and standards for each goal.
Define the timeframe for each goal.
Select 1 goal and create an action plan which clearly documents how you will achieve this goal. Detail the methods/processes that you will engage in, the resources that you need and risks or constraints.
The business’ strategic plan for the next twelve months is to;
Increase turnover by 30%
Through the introduction of 20 new products including a range of ‘health’ lollies that have added nutrients
Build market loyalty by specifically targeting ‘tweens’ as customers
By designing new packaging specifically designed to have greater appeal to the 7-12 age group
Introducing a club membership for ‘tweens’ that gives them free gifts for purchases over specific amounts
Increase efficiencies
Increasing average customer sales from $4 per person per visit to $6 per person per visit
Purchasing and installing a new computerised till aimed at tracking sales by each salesperson
The Sales team’s goals for the next 12 months need to be in line with the business’ strategic plan. To achieve the goals will mean the achievement of the objectives set out in the plan. The Sales team’s goals also need to be Specific, Measurable, Achievable, Realistic and Trackable.
GOAL 1: With the introduction of 20 new products, sales targets for the store are calculated as last year’s figure plus 30%. Stores will be set a weekly budget with all staff budgets calculated as a percentage of their roster time.
GOAL 2: Implement the loyalty club program – grow this to 1,260 members after 12 months, being 2 new member per salesperson per week.
GOAL 3: To increase average sale value, staff are to offer an additional item to every customer at point of sale.
The Key Performance Indicators and standards for each goal will provide a way to measure if the sales person is performing their role at a