Team EMichael Spychalski, Mia Millevoi, James Kishbaugh, Jenna Germeroth, & Yuan-Yu

Cheng

Dr. George Chressanthis, Sales and Sales Management – MKTG 3504

Table of Contents The Company and It’s Products

Research and Analysis

Recommendations

Implementation

References

Clean the Air Non-toxic, eco-friendly, fragrance free,

extremely effective air purifier that absorbs odors, bacteria, harmful pollutants and allergens

Use anywhere like your car, gym bag, diaper bag, etc.

100% Moso bamboo charcoal Alternative to standard air fresheners

The Products Residential and

commercial use Three different sizes

- 50g Mini Moso Bag- 200g Moso Bag- 500g Moso Bag

The charcoal that is inside of Moso Bags is made out of timber bamboo from China

Company StructureOur Sales Contact

Sales by Channel

Hypothesis: The sales force needs to be more focused and targeted to drive consistent sales

Based on info from 2012 financial statements

The Client/Revenue Retention Results are

Inconsistent

Philly

Chica

goAtl

anta LA

NCA Bost

onVe

gas

AC Car

Wash

AC Pe

t Sho

w

ATL (

summer)

Seattle

NYGIF

Expo E

ast SoHo

0.00%

20.00%

40.00%

60.00%

80.00%

100.00%

120.00%

Retention

CustomerRevenue

Tradeshow Sales Results & Their Effect on the 80/20 Rule

Philly

Chica

goAtl

anta LA

NCA Bost

onVe

gas

AC Car

Wash

AC Pe

t Sho

w

ATL (

summer)

Seattle

NYGIF

Expo E

ast SoHo

0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

60.00%

70.00%

80.00%

90.00%

100.00%

Revenue by Tradeshow

Weight by Rev

The 80/20 Rule showed that 80% of their business came from .9% of their customers. These customers came from the Chicago Trade Show.

This makes the company itself very volatile.

Our suggestion is to strengthen their other sales channels and create a more consistent sales force.

Sales Effectiveness Drivers

(Currently Lacking or Non-Existent)

Current Sales Manager is an excellent Salesperson… Great Sales Reps do not make Great Sales Managers!

Recommendations Option 1: Train

Current Option 2: Hire

New

Sales and Sales Management training

Management and Leadership training for business owners and senior executive

Negotiations training

Customer Service training

Inside Sales and Support training

Coaching and Mentoring

Sandler Training 12 Week Course $1800 40 years in

Business 220 Locations CRM System

Option 1: Train The Current Sales Manager

Formal Training Programs: Online & Classroom Setting

Learning & Development:

The Key to Delivering Sales Results Efficient and effective sales training will provide the necessary

skill set to help better manage the sales team

Currently no training in place as well as no formal training for the CEO

CEO should take sales management training class in hopes of bettering the sales team which is lacking in consistency

According to The Journal of Personal selling & sales management, “a significantly higher percentage of small companies than large reported that marketing managers served as instructors in the sales management training programs.”

There should be a manager with some background to help build selling skills and be more of a coach

Option 2: Hire an Experienced Sales

Manager Changes company structure to alleviate pressure

on current employees Allocates workload in a more focused approach Implements Sales Effectiveness Drivers

Uninterrupted by Operations Starts the in-house sales team recruitment

process More expensive but better long term results

Plan to Implement New System in Order to Train Sales Reps for New & Existing

Accounts Rotate reps during trade shows to ensure a more

uniform sales force and enforce L&D through company culture

Track and monitor sales reps using a new CRM system to ensure they’re hitting goals

Use new knowledge to help build the sales forces’ grasp on selling B2B

Daily updates for salespeople to show what sales are being made on a day to day basis along with monthly, quarterly and annual goals

References http://www.marketingprofs.com/5/syrett10.asp

Contact Info Julie Bosak (sales rep) Email:

julie@mosonatural.com Phone: 877-322-6911

(Just ask for Julie)

Web: mosonatural.com