Home Background Services Customers Testimonials Activsales Contact        Background Details Personal Profile My Business Principles Testimonials Case Studies   - Retail Sales Team   - Service based Business to Business   - Key Account Sales Person   - FMCG Irish grocery trade          Case Studies        (With permission from clients)          Retail Sales Team          Business Overview: The business has 25 outlets selling retail products to consumers. A sales team of 85 across the branches with three Area Managers. Turnover hit €35,000,000 with a flat business performance for three years despite four new stores. Researched key issues by spending time with the teams:          a. No training manual b. No training spend c. No sales training needs analysis d. Significant margin leakage across the team by discounting e. Polarized selling around cheaper products f. No range selling g. Poor measurement of the sales team h. No sales team recruitment process in place i. No sales process in place j. Poor product knowledge and communication methods k. Sales salary structure poorly structured                   Set targets to measure training:        a. Net sales margin improvement by sales person and product +0.5% b. Range target by sales person by product category set, targets by category c. Improve staff retention from 40% annual turnover down to 20% & implement recruitment process d. Set implementation dates to realise - New salary structure - Training manual & process - Roll-out of the training programme - Team measurement in place - Coaching process to ensure that the training is being implemented                   Results:        a. Margin improvement + 1.71% on net profit to the business b. Increases across the range sales on the key categories of + 7.2% , + 173% c. Staff turnover after six months down to 31.9% d. All training and associated measures implemented                                   top of page          Mc Kernan Training Solutions: Malahide, Co. Dublin, Ireland          T: +353 1 845 4700        M: +353 87 677 4000        Email: info@mckernantraining.com        Powered by: go2web