glenmark case study solution for HR and MARKETING

1. BY
Krishna Teja
Dhanasekar
Srikanth
Pavan K Reedy
Rohan Hazarika

2. Contents
• Introduction
• Facts
• Findings of the survey
• Problem Statement
• SWOT
• Recommendations
• Conclusion

3. Introduction
• Mr.Ranjith Deshmukh- Vice President
• Headquartered in Baroda
• Its plants are in Kuyakolam,Hyderabad and
Gurgaon
• It produces cancers drugs and formulations
• 700 sales persons supervised by 85 sales
managers

5. Facts
• BOD wanted Senior managers to improve the
personal attitude of sales force
• Negative attitude on work performance of sales
people
• When they are demotivated they talk against the
company
• They went on survey
• Letter is passed to every sales person

6. Findings of the survey
• The questionnaire contained 115 items covering
26 attitude areas
• RD found that there was opinion on that the
middle management failed to lead the sales
people
• No rewards
• No Salary hike, incentives are less
• No cross functional coordination with other
departments

7. Problems
• Attitude of the employee towards the work
• Improper communication
• Dissatisfaction of policies of the company
• Low motivation level of the salespeople
• Salespeople feel that they are underpaid

8. Strength
Strong sales force
across different
regions
Weakness
Company’s policies
towards salespeople
Opportunities
Market share in bulk
drugs sector
Threats
Salespeople start
giving credit to the
competitor’s firm
SWOT

9. Herzberg Two Factor Theory

10. Hygiene factors
• New salary structures based on the industry averages
• New company policies ,practices ,compensation plans
• Improve work culture, communication and providing
knowledge for the field force
• Develop the relation between sales people and sales
managers by arranging periodical meetings
• Improve working condition (sales cost &diversified team )

11. Salesforce motivation plan
• Finding and implementation of sales strategy innovatively
• Considering path breaking ideas and possibilities
• Promotions, opportunities ,performance based incentives
• Proper recognition and reward system
• Satisfying esteem needs (self value special recognition )
• Sales achievement is perceived as a highly prestigious

12. Conclusion
Employee problems should be addressed
Effective employee retention policies
Develop the better attitude & perceptions
towards work and company
Implement better human resource management
policies

13. Questions..?

14. Thank you