This document provides a review and summary of Raashid Shaikh's performance as a Sales Trainee from July 2015 to December 2015. It outlines his monthly activities and learning, along with remarks from his reporting manager. Key highlights include strengthening relationships with existing clients, understanding different business processes, and needing to focus more on prospecting and pushing the brand. The document also reviews critical processes in sales, service, and IT and provides recommendations to increase sales, improve customer satisfaction, and make company data more accessible.

1. Sales Trainee – Review
Raashid Shaikh (Sales Trainee)
Coffee as you like it
Intro Targets
Monthly
Learning
Critical
Process
Review
1 2 3 4

2. 1. Induction
2. Manager
4. Area
6. Accounts
5. Distributor
3. Team
4. Area
Introduction

3. 5
17
4
6
10
4
0
4
5
2 2 2
5
13
-1
4
8
2
July August Septermber October November December
TARGET DETAILS FROM July 2015 – Dec 2015
Gross Machine Pull out Net Machine
Area
Mapping
& MoU’s
MSD,
Imp. of
Existing
client Cold
calling in
untappe
d market
Follow
coming
locations
Re-
visiting
pullouts
100%
 Gross | 46
 Pull out | 15
 Net | 30

4. Sr
no.
Month Activities Learning
Remarks of Reporting
Manager
1 July
• Cold calling
• Area mapping
• Different billing models
as per to client
requirement
• Understanding of the
area
• Making a route plan in
line with your weekly
plan
• Need to strengthen the
prospect list through
immense cold call
2 Aug
• Visiting
existing
clients
• Stock Control
Statement
• Strengthening relation
with existing clients to
retain them for longer
period and explore
further business
opportunities.
• SCS, Proposal and
MoU making
• Need to focus more on
existing clients to
strengthen relations.
• Need to work on
negotiation with
distributor to achieve the
consumable target

5. Sr
no.
Month Activities Learning
Remarks of Reporting
Manager
3 Sept
• Machine
Installation
• MSD
• Distributor
handling
• Providing demo
• Coordination with
service, logistics
,accounts and
distributor to ensure
smooth business
process.
• Thorough
understanding of
MSD
• Query handling of
distributors and
resolving the same.
• Need to get more
involved in process.
• Has positive attitude
towards work.
4 Oct
• Identifying the
upcoming offices
and approaching
them
• Understanding of
the importance of
hierarchy to shorten
the decision making
process.
• Prioritize the clients
in follow up
• Quick learner but can do
much better by keeping
the track record of cold
calls.

6. Sr
no.
Month Activities Learning
Remarks of Reporting
Manager
5 Nov
• Re-approaching
the pull out
accounts of last 2
years.
• Listening and
taking feedback
from the pull out
accounts and then
customizing the
ways to re-
approach them.
• Can handle client queries
effectively.
6 Dec
• Canvassing the
prospect list
through reference
from distributor,
client and cold
calls
• Smarter way to
work can
optimize your
work load
• Can work independently.
• Should focus more on
areas ahead of Andheri
(W).

7. Critical Process Review - Sales
Objective
Increasing the sale of
consumables through
strong presence of
coffee vending
machines in B2B
segment.
Observation
 Prospect building
is key to success
 Focus should be
more on pushing the
brand name.
Retaining existing
clients.
Positives
 Flexible billing models
for customer depending
on their needs
Single point of contact
Threats
 Emergence of new
brands in fresh milk
market.
Recommendation
Smaller size machines
with different variants can
give us more penetration.
Incentives should be on
quarterly basis to drive the
sales motivation.

8. Critical Process Review - Service
Objective
To ensure a smooth
business flow by
delivering effective
results leading to
customer satisfaction
Observation
 Willing to give their
best but they lag
behind due to lack of
resources and man
power.
Positives
Technically sound
team and have good
understanding of
handling clients.
Threats
Issues in monthly
rentals due to PM
service not been
provided
Refurbished machines
are overlooked.
New recruits are not
trained properly trained
to handle clients.
Recommendation
Technician retention
through proper structured
career path.
Availability of spare
parts.
Proper training session of
technicians to handle clients
professionally.

9. Critical Process Review - IT
Objective
To centralize the data
and make it easily
accessible at the given
point
Observation
 MSD is an ERP system
to consolidate data such as
order booking, material
delivery, net installations
etc.
Positives
Helps to organize
and track the process.
Helps to get the data
as and when required.
Threats
Limited user permit
usually creates lot of
signing problems
Limited data coverage
given to the sales team
Recommendation
 Increase the user base
Tutorial videos of
various process can make it
more user friendly