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Sales Conference presentation

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by

Irfan Hussain

on 18 September 2014

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Transcript of Sales Conference presentation

How central team developed from a data entry entity to an all India central iCABS department
Journey Of Central Team
July 2012
Only Key Account sales entries were Handled
Along with Key Accounts, Branch Sales Entries of
Jul-2012
August-2012
1) Chennai

2) Coimbatore

3) Bangalore

4) Hyderabad

5) Delhi
were added to central team
responsibilities
What's new?

Sales Document verification
Pending Renewals Report
Two new team members
Branch Sales Entries of
September-2012
6) Cochin

7) Mumbai

8) Pune
were added to central team
responsibilities
What's New?
Mandated the use of Credit check list
Dead lines of sales submissions
The daily loop
All India Branch Entries were now being handled by the Centeral Team.
October-2012
What's new?

Ticketing system for resolving iCABS issues
Central Team Correspondence Matrix
Central team responsibilities in iCABS

1) Branch and Key Account sales entires

2) Suspensions

3) Terminations

4) Renewals
Started strengthening sales reporting structure to ensure maximum accuracy in sales reporting
November-2012
By this month, central team was reporting

1) Monthly Sales Summary

2) Pending renewals on daily basis

3) Key Account Pending Renewals on a daily basis

4) The Daily Loop
What's new?

Daily reporting Score card
Key Account Pending renewals report
Revised the DSR and Daily loop format
So far
Aug-2012
Sep-2012
Oct-2012
Nov-2012
Revised the dynamics of sales reporting. The DSR's were given a whole new dimension, sepecially in Job sales
December-2012
In this month

1) Visit entries for Jobs

2) Introduced new format of Job Completion Certificates
What's New?

Mandated the use of Termination Request Forms
All Job visit entries were centralized and entered by central team
New Gross Margin and Job collection MIS Reports
Dec-2012
Mandatory Documents
Contract/Job form or Purchase Order
Initial Pricing and Costing Sheet
Gross Margin Analysis Sheet
Sales Check List
Google Doc Submission
Complete contact details
Accurate information
Conditional Documents
Sales Reporting in DSR and Daily Loop
Verification Process
All Mandatory/Conditional documents are submitted
Google docs submission is given
All documents and the google docs submission does not have any errors
Contract is entered in iCABS
SEZ certificate and Form A1
Credit Check List
Job Completion Certificate/ Service Dockets
IPG Payment Receipt
Sales Verification Process flow
A simple Input-Process-Output model
Sales
Documents
Sales Documents are submitted to the central team and the submission is made in the google docs
1
Central Team verifies all the documents and the google docs submission
2
Any discrepancies are reported back to CDE/KAM
3
Central Team enters sale in iCABS
4
If a Job completion certificate/Service docket is provided central team, makes visit entry for the job
5
Notable Figures of progress
Scoring of DSR Submission
1 point if the DSR is sent by 11am
0 points if the DSR is sent after 11am
-1 point if the DSR is not sent
-25
-17
-12
-16
-8
-5
7
4
14
-6
5
-4
1
2
-10
Delhi
Cochin
Hyderabad
Bangalore
Chennai
Scoring TRF Form Submission
Scoring is done based on number of terminations submitted Vs. number of completely filled TRF's submitted within the dead line, which is 15th of every month
Chennai
Bangalore
Hyderabad
Cochin
Delhi
Chennai
Bangalore
Hyderabad
Cochin
Delhi
Chennai
Bangalore
Hyderabad
Cochin
Delhi
Quantify-able improvements since the inception of central team and its reporting
Standard Operating Procedures
New Contracts / Jobs SOP
To be followed when new sales are successfully negotiated
Additional Sales
Process to be followed after successfully negotiating business from existing customer
Renewals
Process to be followed after successfully renegotiating business from existing customer
Contracts in Jeopardy
How to handle negotiations of contracts which are in a critical status/Pending Termination.
Service Suspension
Bad Pay Masters
Service Suspension
Site Under Renovation
So that we all speak the same language
Motto Of Central Team
We are here to help you
Our Commitment
All submissions which are complete in all aspects will be entered in iCABS before we call it a day.
Contract Sales are reported when
Job sales are reported when
All Mandatory/Conditional documents are submitted
Google docs submission is given
All documents and the google docs submission does not have any errors
Contract is entered in iCABS
Job completion certificate/Service dockets are submitted
Visit entry is done by central team in iCABS
Sweet, youngest and absolutely hilarious member of the team. There's never a dull moment when you are with Divya. She loves listening to the likes of Akon, Rhiana and shaggy. And she's passionate about learning Magic tricks. I've never seen her do a single trick ever though.
Branches Handled:
Hyderabad
Cochin
Mumbai
Pune
KAM's Handled
Surendranath Reddy
Vasant ShanmugaSundaram
Meet The Team
Branches Handled:
Bangalore
Delhi
KAM's Handled:
Arpan Ghosh
Chandra Chood
The silent killer of our team. She seems to be very quite on the surface. But it won't take much time for you to find out how smart and witty she actually is. She likes melodious Telugu songs. She claims to be a passionate traveler... back and forth between Chennai and Hyderabad.
Branches Handled:
Chennai
KAM's Handled:
Roshan Vaidya
Parneet Chawla
Srinivasan MuthuSwamy
First person to join, Mahalakshmi is the most experienced member of the Central Team. She's a quick learner and has always stepped forward in helping the newer team members understand iCABS and various functions of Central Team. Her favorite musician is ARR and is passionate about sketching and painting.
Vinay Tripathy
Rohan Chavan
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