Week 7 Assignment

Baria case study

Deborah Melvin

Walden University

Barias performance using an influence diagram as below shown

Why are the sales in Barias Company reducing?

Late sales assistance to clients

Understaffing of the sales team

Disappointing team performance

Poor management

Lack of team motivation

Poor communication

Poor team coordination

Baria’s performance in terms of its sale is declining. By using the 5 why tools, we are able to come up with the most probable causes of this and thus can be able to create a solution and improve performance of the company (Prasher, 2015).

A causal loop diagram shows the inter relation between differing variables. The variables are represented and the links between them also pointed out.it consists of nodes and edges. Nodes are the variables while edges are the links between them. The casual loop speaks in a language simple to understand and points out the relation between variables and points out the obvious defects of the company by linking out loops (Niskanen, 2017). 

Baria’s performance is negatively being influenced by sales. The casual loop diagram points out how best to improve the sales to successfully get rid of this problem

Casual loop performance diagram for Baria.

Sale support group

Demand on sale support group

sales

New sales

Solution selling process

expansion

Sales renewal

Sales issues at Baria can be resolved so that the company can run at maximum profit and increase customer satisfaction. For the problem of understaffing, Baria should recruit fresh people to the sales team. The employees should be young people most preferably between the ages of 21 to 27. Young people are associated with vibrancy in the field thus increasing sales. The sales workforce would benefit more from people with a positive outlook upon the work thus fresh graduates from school would form the cream of salesmen (Gnant, 2017).

The sales team should be constantly motivated by being provided with incentives. Increased sales should be recognized and rewarded by the company while also rewarding the whole team when a positive shift in volume of sales is reported. The sales team should be able to view themselves as essential to the company to boost their morale. Their holiday leaves should be observed and if possible paid half the salary they receive (Holmes,2017).

Clients upon purchase of products from the company should be followed up to ensure that they are able to work with the product giving them maximum value for their money. Company should be able to spare sales people to train clients on the use of purchased products. Services such as delivery of bulky good to the clients’ premises should be served as expenses upon the company as should installation of the goods and training on how to use them (Adamowski, 2017)

The sales team should be given conditions to meet such as a specified number of units to sell or an expected percentage shift in sales from the total sales. This will keep them on their toes and ensure that they deliver. The processes of selling used should also be adjusted to employ approaches which personalize sales. Selling by approaching the customer personally works well as complains from the customer can be used to boost sales. Giving the sales teams goals will see them work hard to achieve them and in some cases they do even break the goals as they are driven to hit their targets (Prasher, 2015).

The company can also benefit from a sale support group dealing with all issues arising in the market as a result of sales issues. The sales team should have a place where they report their field experiences for evaluation, commendations or criticism. The sales support group should thus be able to monitor each sales executive independently and assess their strengths and weaknesses. Challenges which are encountered daily when dealt with gives the company an edge over other companies in terms of its products as it can adjust them to suit clientele needs and also gives a favorable reception of the company to clients (Ejlertsen, 2017).

The company should adopt the methods so stated so as to change the current dead loss or otherwise it will continue flogging a dead sales horse.

References

Niskanen, J. (2017). Bureaucracy and representative government. Routledge.

Hill, N., & Alexander, J. (2017). The handbook of customer satisfaction and loyalty measurement. Routledge.

Inam, A., , J., Halbe, J., & Prasher, S. (2015). Using causal loop diagrams for the initialization of stakeholder engagement in soil salinity management in agricultural watersheds in developing countries: A case study in the Rechna Doab watershed, Pakistan. Journal of environmental management, 152, 251-267.

Martin, M., Holmes, F. A., , B., Delaloge, S., Moy, B., Iwata, H., ... & Gnant, M. (2017). Neratinib after trastuzumab-based adjuvant therapy in HER2-positive breast cancer (ExteNET): 5-year analysis of a randomised, double-blind, placebo-controlled, phase 3 trial. The Lancet Oncology, 18(12), 1688-1700.