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Sales Plan

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Sales Plan Presentation Transcript

  • 1. Sales Motivation Program
    11 October 2011
    ENOCH DICKSON P 9884994333
    ENOCH DICKSON P
  • 2. Objective
    11 October 2011
    ENOCH DICKSON P 9884994333
    Maximize the Potential of the employees of Hyundai Motor Plaza - Chennai
  • 3. Impulse plan
    11 October 2011
    ENOCH DICKSON P 9884994333
    We have put forth Best Performance Award
    (Performance Appraisal), which is also given on basis
    of point based system.
  • 4. Current Scenario
    In the viewpoint,
    Sales consultant are assured of a higher fixed salary with variable salary and incentives
    ->which makes them less motivated to achieve target.
    The credit of incentives is postponed to two to three months later.
    ->which doesn’t makes a big difference on money value for them on obtaining incentives after two three months.
    -> which is also a de-motivating factor.
    Most of the cancellation are noted to be happened due to negligence and strain which leads to improper handling financial papers of customers
    ->Loan eligibility, disposal of loan and collection of forms and coordinating becomes intense for the consultant.
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 5. Proposed Scenario
    View point - Solution
    Deduction of fixed Salary for all contract staffs.
    -> Performance based variable salary to be given with fixed salary which meets the old salary structure only if the consultant performs.
    ->No Variable salary structure for HMIL employees
    Immediate Credit of incentives with the salary of the following month for the past month.
    -> Provided nil incentive for the next month incase of any invoice cancellation in previous month.
    Inclusion of a Strong Financial Coordinator with the sales team.
    -> He shall coordinate collectively with the sales team and process all the papers.
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 6. Present Vs Proposal
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 7. Model Based Incentive
    11 October 2011
    ENOCH DICKSON P 9884994333
    Extra Rs. 150 for cars in stock *
    Rs.100 for financial coordinator for each car loan disposal*
  • 8. Variable Salary Criteria
    • Variable salary shall be given with the fixed salary
    • 9. Variable salary depends on the number of retail achievement on current month
    (i.e.) Incase of 20 car retails then 20*Rs. 400 = Rs. 8000 for other cars except Sonata and Santa Fe which shall be 5*Rs. 1500= Rs. 7500.
    • Incase of any cancellation in retailed cars, then the amount shall be deducted in the next month variable salary .
    (i.e) Incase of 2 car cancellation then deduction amount will be 2*Rs. 400 = Rs. 800 for other cars except Sonata and Santa Fe which shall be 2*Rs. 1500 = Rs. 3000
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 10. Incentive Criteria
    11 October 2011
    ENOCH DICKSON P 9884994333
    Incentive shall also be given with the fixed salary.
    Incentive given with the fixed salary shall include the cars only delivered before 31st of the current month.
    Incentive for previous month cars delivered between 1st ~ 7th of next month will be given with next month fixed salary.
    Nil incentive for cars delivered after 7th .
    No incentive for the following month in case of any cancellation.
    The above mentioned programme are initiated to improve Sales and SSI scores, due to this programme, consultant will be motivated to finish his target much before the end of the month.
  • 11. Criteria –Performance Award
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 12. Reward Points – Award (criterion)
    11 October 2011
    ENOCH DICKSON P 9884994333
  • 13. Points for achieving target
    11 October 2011
    ENOCH DICKSON P 9884994333
     If 100% of target is achieved 10000 points
    (100 Points for every percentage, if consultant achieved 95% then he scored 9500 points)
    Only cars with full payment will be considered
  • 14. Booking & Retail Achievement
    11 October 2011
    ENOCH DICKSON P 9884994333
    If the booking and retail happens in the same month the following points are applicable (Only for the full payment cases)
  • 15. 11 October 2011
    ENOCH DICKSON P 9884994333
    Points for Follow Ups
    If NIL follow up at the end the day consultant will get 100 reward points for each day
    If the follow up are carried forwarded to next day for each follow up consultant will be imposed 100 points deduction
    Regular follow up penalty is applicable apart from above
    Points for SSI
    If consultant himself delivers the car he will get 500 reward points for each customers, if not 2500 points will be imposed that delivery ( on unavoidable situation the wavier is allowed under Sales Head approval)
    If consultant scores 10/10 for every question in Rate Us Feedback form of the customer, per question consultant will earns 100 points If the score is between 1 and 8 then 2500 pts will be imposed
  • 16. 11 October 2011
    ENOCH DICKSON P 9884994333
    Points for Documentation
    If DSR submitted with in 9:30 A M of Next day 100 bonus points.
    If order form is not submitted with in next day by 9:30 A M consultant will lose 50points.
    If consultant takes booking from the expected booking in DSR and the get retailed with in the month with full payment plus 50 points per customer
    Cancellation of registration due non receipt of documents/Payments a penalty of 500 points / customer
    Last minute addition /Cancellation of delivery will carry a penalty of 250 points/customer
    Points for Invoiced cars
    Vehicle invoiced but not delivered after 10th per vehicle per day 250 points (Penalty)