Salesforce plan must be followed by the organization for getting attraction by the customers for the products/services of an organization. There will be requirement of getting control on multiple elements while developing salesforce plan.

1. Life Fitness
Salesforce Plan
5/1/2017
InstitutionName
StudentI.D

2. Executive Summary
Salesforce plan is known ast the framework for makign the employees to clear that what are the
strategic directsions to be followed for gaining the business objectives. According to our
evaluation it is found that there was lack of the customer attractiont to buy new products of Life
fitness. These products were manuafactured with some IT enabled implications which can
provide a highly efficient experience. These solutions are requried to sell in such a manner that
we can make our target audience realize that if the will use our these products then they will be
able to track their exercise information. Life fitness has high level of effectivness to create its
brand image but we will be required to train the employees according to the strategic directions
of organization so highly positive outcomes can be achieved. It is important to mention here that
territory design will be followed to make it clear that what will be work map our our employees
and how will enhance the overall level of operational efficiency of our employees through
enabling the controlling and monitoring mechanism.

3. Table of Contents
Executive Summary........................................................................................................................1
Introduction....................................................................................................................................3
SWOT Analysis..............................................................................................................................3
Strenghts.....................................................................................................................................3
Weaknesses................................................................................................................................4
Opportunities ..............................................................................................................................4
Threats.......................................................................................................................................4
Growth Strategy..............................................................................................................................4
Sales Target....................................................................................................................................5
Sales Force Size and Territory Design..............................................................................................6
Salesforce Training Techniques .......................................................................................................8
Customer Relationship Strategies.....................................................................................................8
Conclusion ...................................................................................................................................10
Recommendations.........................................................................................................................10
References....................................................................................................................................11

4. Introduction
Life Fitness is the division of an organization which is known as Brunswick Corporation. This
company was esablished in year 1845, so it can be said that there is a strong brand image of this
corporation in its target market. Life fitness is offering the solutions which are used for the
facilities and excercises. According to our critical review it is identified that there are high
chances of getting the customer attraction if we follow an effective salesforce plan. This plan
would have its have high level of compatability to allign the activities of our employees
according to our business goals. When there will be proper allignment between business goals
and business activities then there will be high chances of getting the customer attraction (Philip,
2010). It is expected that overall level of business efficiency is expected to increase with the
implication of an effective salesforce plan. The main purpose of salesforce plan for Life Fitness
is to identify the performance gap and develop an effective strategy for the employees to work in
such a way that performance gap can be fulfilled.
Corporate and Business Strategy Connection
The corporate stratey of Life Fitness is to maximize the the value of shareholders’ wealth and
this strategy has its allignment with our buisness strategy in such a way that our business strategy
has its enforcement to increase the overall level of sales volume. The increase in sales volume
will increase the oveall profitability. This profitability will be used for the achievement of
corporate strategy goals.
SWOT Analysis
Strenghts
- Life fitness has a good brand image in its industry because of having a long history of
development of its brand image.
- It is observed that there is increase in financial performance of the company.
- It is currently offering unique products which are not being offered by the other
competitors in our industry.
- It has its potential to offer variety of products which can maximize our potential to meet
the business goals.

5. Weaknesses
- There is decrease in operational efficiency of the employees as most of the employees are
just busy to perform the duties which are not primary.
- There is lack of the customer relationships which can be said as the reason of decrease in
our sales volume (Baporikar, 2012).
- There is high fluctuation in profitability of organization which can be logically linked
with the lack fo sustainability.
- Employees are not highly committed to work as they know that because of our good
brand image we will attract the customers.
Opportunities
- It is required to execute the effective salesforce plan which has its purpose to increae the
overall commitment level of employees for making them realize that their increased
productivity can contribute for highly positive outcomes.
- There is also requirement of innovation in business processes of the organization to make
them more productive according to the market trends.
- There is a performance gap on the basis of customer attraction and our spending on
promotional campaigns.
Threats
- It is identified that there is change in taste of customers so we will be required to
understand their changing needs.
- There is intensive competition in our industry which can be said as the reason of decreae
in our customer base.
- Pressure from the external factors including market, political and economic have their
significant impact on our buisness performance.
GrowthStrategy
It is identified on the basis of SWOT analysis that our company has the potential to serve market
in a better way. There are also opportunities for our organizaiton to increase its sales volume for
gaining higher competitor share. It can be said that our growth strategy will be based on
increasing of the sales volume. This increase in sales volume wil increase our profitability so we
will be able to achieve the objectives of business and corporate strategy of Life Fitness (Teik,
2014).

6. Our growth strategy has its scope to cover that how we will use our HR resources in a proper
way according to the business requirements. It is expected that when there will be execution of
effective HR strategies then there will be increae in commitment level of employees. This
increase will provide us a ground to improve the operational performance (Brown et al., 2001). It
can be said that our growth strategy is to increase the overall level of sales volume by making it
sure that our HR resoruces are being utilized in an efficient manner.
Sales Target
Sales target of our organization is to increase our sales volume by 8.40% for year 2018. This
increase should be based on the growth in sales volume of all of the target groups. It is important
to mention here that our sales target for all of the target groups will be similar so it can be
ensured that we are able to get maximum customer response from all of the customer groups.
Sales target can be achieved by the utilization of effective resoruces by our organization in best
favor of the organization (Sultan, Charabi, Gastli, & Al-Alawi, 2010).
Life Fitness Sales Target
2012 2013 2014 2015 2016 2017 2018
SalesVolume 2234000 2340000 2345000 1534000 1234000 1760000 1907833
Target Growth Rate 8.40%
Post sales experience method has been used to forecast the sales volume for year 2018. Sales
target of Life Fitness would have its implication to provide a ground for the salesforce to
enhance their overall level of productivity so business goals can be achieved. Business goals can
be achieved only in such a way that all of the employees from salesforce are highly committed to
attract the customers. When there will be attraction of the customers then definitely there will be
increase in our sales volume and this increase in sales volume will become the reason to increase
our profitability. It can be said that sales target of our organization can be achieved only in such
a way if we execute some key performance indicators which can indicate that either there is any
gap among the expected outcomes and actual outcomes of the employees.
Cost Leadership Strategy
Life fitness will use cost leaderhsip strategy according to which products will be sold at lower
prices than competitiors’ prices. This strategy is expected to increase the overall level of
organizational potential to achieve the sales target of 8.40%. This strategy has been selected for

7. creating brand image by increasing our customer base. There will be increase in number of
customers when we will offer our products at lower rates than competitors. It can be said that our
selection of cost leadership strategy will increase the potential of our customers to buy our
products.
Sales Force Size and Territory Design
Our sales force size will be identified on the basis of the market benchmark. It can be argued that
if market benchmark illustrates that in our industry 10 customers can be attracted by an
employee then we will use it as our standar of allocating the sales force. It can be said that our
sales force size will be firstly based on our evaluation that either our current workforce in sales
department has its potential to meet the industry standard or not (Thompson, 2014). If there will
be requirement to hire more employees then we should hire so it can be ensured that we have
excellent sales force potential to achieve our sales target.
These are the six steps to be followed for the territory design of Life Fitness;
Baseliness Current Performance
It will be identified that what is the current level of our employee performance. There can be
usage of performance measurement tools to know that what was being expected from the
employees and at what level they have actually peformed (Coughlan, 1993). The analysis of
current performance of Life fitness employees provided us ground that there is requirement to
increase the overall level of business performance.

8. Analyse Existing Customer Spending
On next step, customer spending will be analyzed. It is important to consider, by the
management of Life fitness, customer spending so it can be identified that is there any change in
customer spending (John & Weitz, 1989). The comparative analysis of the employee
perforamnce and customer spending for Life fitness has provided a mechanism for us to identify
that there is need of improving the employee performance for gaining the sales target.
Determine Market Potential
According to the market potential of our industry it is observed that there are higher chances of
gettign customer attraction with some effective sales strategies. Life fitness is required to analyze
this market potential in such a manner that overall level of operational performance can be
maximized for getting the required results. There are also competitors in our industry but still
there is gap which can be fulfilled by our organization.
Map Territories
On next step, we will map the customer data, market potential and our employee performance.
This evaluation will provide us information that what is the actuall level of performance to be
achieved through our salesforce plan. According to our evaluation of these three eleements it is
identified that our market has the potenital to increase our sales volume by 15% but there is
requirement to utilize the employees in an efficient manner.
Product Terrotories
Terrotories will be produced in such a manner that we will assign responsibilities to our
employees according to the performance gap. It is assessed that all of our employee can perform
at best level at a particular position. It can be said that when there will be required to increase the
operational efficiency of employees then we would have to assign the responsibilites in an
appropriate manner (Lal & Staelin, 1986). According to current evaluation it is identified that
there is requirement to monitor the employees of Life fitness in such a way that overall level of
productivity can be maximized at an optimal level to achieve the sales target.
Review and Refine Assignment

9. Life fitness will use key performance indicators to monitor the employee performance. There
will be requirement to make it sure that all of the employees have unity of directions so our sales
target can be achieved affectively. When all of the employees are properly directed and utilized
then there will be high chances of gaining the appropriate outcomes.
Salesforce Training Techniques
It will be mandatory for us to offer training to our sales force for making them more productive
so we can achieve the business objectives. These are the techniques to be used for salesforce
training;
- Training session can be arrnaged with the integration of visual mechanism to show our
employees that how they can work in an effective manner in best favor of our
organization. There should be execution of effective practices mechanism so employees
can be able to learn the the things in a practical way. Training session should have its
high potential to make the employees learn that how they can be able to enhance their
overall level of contribution (Coughlan & Sen, 1989). There should also be integration of
such techniques which can create a confusion in employees’ minds so they can ask the
queries and can learn the things in a clear way.
- The second technique should be on job training as we can ask Life Fitness employees to
attend training session on end of every month. The purpose of this training would be to
enhance the overall level of operational performance of the employees through making
them committed to follow the recommended strategic directions (Dearden & Lilien,
1990). It can be said that we would be able to ge the positive outcomes if have made it
sure that our employees are following the right directions. There should be assessment of
the salesforce plan according to the practical experience so we can be to enhance the
operational success of salesforce plan.
Customer RelationshipStrategies
These are some recommendations to be followed for building good customer relationships;
- There should be a loyalty scheme offered by Life fitness, which would have its purpose
to facilitate the customers for getting some incentives on becoming our regular customer.
There can also be provision of discounts to our scheme who are registered under our
loyalty scheme (Banker, Lee, & Potter, 1996). It will be crucial for us to make it sure that

10. all of the business requirements are being fulfilled while executing this scheme as
products should never be offered at less than their costs.
- We can offer some discount to those custoemrs who order our servcies through online
platform. This online platfrom would have the requirement of getting the contact details
of the customers. We can communicate with Life fitness customers by providing them
information about our organization offerings. It is expected that when we will execute
this strategy then we would be to track the communication with customers in an efficient
manner.
- Life Fitness should also develop a forum where our customers can provide their reviews.
These reviews could be used for making it sure that our customers are being served in an
effective manner (Lal, 1986). There should be proper communication mechanism which
can make it sure that we can respond to our customers even on their negative comments.

11. Conclusion
It is concluded that salesforce plan has its high level of effectiveness to make the employees
committed to perform their jobs in efficient manner. Life Fitness is expected to follow such a
mechanism which can enhances its overall potential to target multiple customers. When ther will
be attraction of employees then definitely there will be increase in our sales volume which will
further lead to increase our profitability. It can be said that when we will follow a highly efficient
sales mechanism then there will be more chances to attract more and more customers. Our
salesforce is required to train in such a manner that we can execute high level of operational
performance. There shold also be an accountability mechanism which can assess the employee
performance and when there should be any gap then instructions should be provided to make the
employees to follow right directions. It is also concluded that if there will be requirement of
modification in this salesforce plan then it must eb done on the basis of actual experiences so we
can be on right track always.
Recommendations
It is recommended that there should be a continuous improvement mechanism which can make it
sure that employees are working according to the business criteria. Life fitness should improve
its business model in such a manner that it can make the employees more committed for getting
maximum business outcomes. it is also recommended that there should be proper assessment of
employees after a particular time period so we can enhanc our operational performance. We can
also award to our employees who have high performance records, to make the other employees
encouraged.

12. References
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