West Midlands Restaurant Appliances

MINI CASE ESSEY

WEST MIDLANDS RESTAURANT APPLIANCES

West midland restaurant appliances sell large industrial appliances such as refrigerators, freezers, and dishwashers to restaurants all over Great Britain. A company that is trying to reach the number 1 place in the market of industrial appliances, Thames Restaurant services is the competition. To achieve the main goal, David Epstein, star sales manager, has a plan that will achieve that. The plan is about how strict the company should be evaluating the sales staff and make them have more responsibility and worries about the company growth. This evaluation plan will create more work and definitely good results.

There are 8 sales people and according to the company data the best sales person is Erin M. he has a 19.35% sales growth and has a 106% of quota fulfilment, there are 4 more with similar numbers. The company concern are those salespeople that doesn’t achieve the quota goal, Derek with 84%, Daphne with 93% and Samantha wit 93% of sales to quota. David should put the major effort on the less efficient sales people, with training and talk to each of them to help in the sales.

There are somethings David can apply to improve the sales, first the average calls per day, he should push them to call more customers or put an incentive if they bring new customers. For those employees that have a good call per day numbers should make them to go out to the street and make new deals and visit more customers creating more loyalty and good customer service.

In every plan or work there are some limitation that he and the company should be aware. Numbers sometimes, but the interpretation could be wrong and the decisions could be incorrect and here there could be a possibility of that. In the sales growth percentage, a sales person has a 20% of increase in growth but the total sales could still in 40% of what the total sales are.

A recommendation in the actual plan could be to incentive them with attractive commissions and sales contest with good gift that push people to be better every single day.                                            

When a company wants to achieve some important goals, they must be sure that everyone in the staff have the same goal, sometimes goals are different and companies spend millions of dollars and time trying to achieve some goals but the staff are not committed to the same idea, so everything fail. It’s important that the owner and the sales manager stablish good relationship with the salespeople to achieve the things that they are looking for.