Enhance the efficiency of sales staff management to increase sales performance at D.O.E Co., ltd.

Abstract

Introduction: D.O.E Company is facing high turnover rates among its junior sales staff, impacting overall sales performance and organizational stability. To address these challenges, it is crucial to implement targeted solutions that enhance employee skills, improve job satisfaction, and foster long-term retention. Problem Analysis: The high turnover rate among junior sales staff is attributed to various factors, including inadequate skills, insufficient training, and lack of support. The current training programs are either non-existent or ineffective, leading to gaps in sales techniques, product knowledge, and customer service. Proposed Solutions: Sales Training and Development Programs: Benefits: Improves sales techniques, product knowledge, and customer service, leading to better performance, increased job satisfaction, and a competitive edge. Costs: Includes direct costs like trainer fees, materials, and technology, and indirect costs such as reduced productivity during training. Focus: Enhances skills in customer understanding, active listening, prospecting, lead generation, and closing techniques. Proposal: Five modules covering sales fundamentals, customer service, product knowledge, sales strategies, and role-play exercises. 1:1 Mentorship Program: Benefits: Transfers knowledge from experienced mentors to junior staff, boosting competence, confidence, and job satisfaction while reducing turnover. Structure: Pairs senior staff with juniors based on complementary skills, with seniors focusing on high-level tasks and juniors on lead generation and market expansion. Costs: Includes mentor training and program management, with potential indirect costs from reduced mentor focus on primary responsibilities.