Decline in sales at Fischer Holmes

Decline in gross gross revenue at Fischer Holmes1.0 Introduction1.0.1 Purpose and minimizeThe purpose of this reveal is to determine the cause of the decline in sales at Fischer Holmes and to recommend possible solutions to the prevalent conundrums. This report is in response to the declining sales of the last 8 months. By compiling data gathered from psychological tests undertaken by sales staff over the same periods in the past 4 years and comparing this with the sales figures of the respective periods, we have come up a graph shown in appendix 1.The graph indicates a direct intercourse with the morale of the sales staff and the decline in sales. The drop in morale seems to have started when FH underwent company-wide restructuring a year ago. This restructuring led to untrained sales agents gaining publicity to sales manager.1.0.2 ScopeDiscuss and analyze each problem individu aloney How and why the specific problems have occurred. Recommendations depart also be discussed individu every last(predicate)y per problem What will recommend needs to be done to rectify the problem. 1.0.3 Methodology Observe the work area and how personnel interact with each other. Examine every(prenominal) personnel records and employment histories of sales staff. Conduct interviews and psychological evaluations with sales personnel.2.0Background Name of company, purpose, year established, countries which it operates in. 3.0 Results and Recommendations3.1 Downward Communication3.1.0Problems The problems we have encountered include poor downward dialogue in general from sales managers to agents and also poor downward communication by managers during team meetings.3.1.1Analysis From the collection of data we, as a company, hypothesize that the promotion of these managers without appropriate management skills and training has resulted in a lack of concern and care for their subordinates. Further to this, it has been discovered that managers are predominantly using fear to open desired sales. This becomes apparent in team meetings, where the managers clear lack of managerial competence becomes obvious through the agents forcefulness towards sales staff in an feat to make more sales. Psychological data gathered shows that sales agents morale is at their lowest after team meetings. We further theorize that this overall prohibit attitude of several sales managers has resulted in lack of motivation and increase of absenteeism amongst the sales agents which has led to their dismal performances.3.1.2Recommendations We have come up with a chassis of solutions to combat these workplace problems and have compiled them in a list as follows Conduct an in-depth analysis of the sales managers current skills to determine their managerial traits and ability to turn tail a sales team. We Recommend that those found fit will undergo individual coaching by citizenry Bridge and those found unfit will attend a comprehensive management skills training workshop and wil l also undergo individual coaching.Conduct meeting facilitation workshop focusing on creating an agenda and motivation of a sales team. Have a citizenry Bridge consultant sit in during the first few sales team meetings as a follow-up step.All sales managers will undergo communication skills workshop.Have all managers join Toastmasters Clubs in their area as a follow-up on communication skills training.3.2 Upward Communication3.2.0 Problem Another main problem we have encountered is the poor upward communication by sales agents who have not been submitting their sales reports to their sales managers and also the poor upward communication by sales managers in submitting guesswork reports to higher management.3.2.1 Analysis From conducting this investigation, People Bridge hasfound that sales managers do not have concern for the importance of the data provided in their agents sales reports. We have observed that sales managers seldom gather up their agents to submit their reports. In a survey conducted on the sales agents, we found that 89% of the agents did not know the proper format of a sales report and that 76% did not know that they were required to submit a sales report. We have also observed that FH does not utilize a contact imagery management (CRM) system.YOU NEED TO EXPLAIN WHAT A CRM IS AND WHAT IT DOESWe further theorize that sales managers will often submit guesswork reports to higher management. This is due sales managers unfitness to recognize sales reports from their agents and therefore go to higher management for support. In a related survey, 100% of the sales managers submit their reports but the apparently equipment casualty information submitted by the sales managers may have led management to misread the market and come up with ineffective strategies to augment company sales.3.2.2 RecommendationsPeople Bridge has come up with several solutions have been found to fix these problems. These includeEmploying a free web-based CRM and make it compulsory for the sales team to use. instruct higher management on how to use the CRM to monitor all sales activity. By doing this we hope to encourage the sales agents and managers to do their reports. Conduct training to all necessary personnel on how to use the CRM. Conduct refresher sales training for existing sales agents focusing on the importance of reports. Conduct data analysis training for sales managers.Purchase permanent CRM if necessary.4.1 Recommendation Summary and Conclusion Our recommendationspredominantly focus on the sales managers and how to bring them up to the competency train FH requires. Complementary trainings and coaching needs to be scheduled for higher management and the sales agents in order to support the activities for the sales managers and get the business back down on track. We have divided the recommendations as followsAnalyse Conduct an in-depth analysis of the sales managers managerial skills, reporting habits and attitudes to determine prop er courses of actions. Trainings, Workshops and Coaching This is to arm all necessary personnel with proper skills, habits and attitudes to ensure every employee is equipped to perform their task. Software Application (CRM) This is to create a quick, effective and easy reporting environs that higher management can utilize to monitor what transpires in the sales department. It is apparent that the main problem is the inability of sales managers to communicate and lead their teams. Therefore, it is lordly that we train the sales managers immediately and that the avenues of communications (CRM, meetings, etc.) be utilized properly. By doing this, we will be able to regain your lost ground in sales.