[Case Study] Transitioning performance evaluation from focusing on "results" that create outcomes to emphasizing "activities."
Revising Evaluation Methods for Sales Positions Based on Sales Strategies, Goals, and Processes - Introduction of Consulting Case Studies
We would like to introduce a case where Company S, which has been solely engaged in newspaper sales and flyer advertising agency, has been working on sales target management and process improvement, achieving results. At Company S, until now, employees responsible for each area have taken on the tasks of solicitation, delivery, and collection alone, operating under a competitive individual sales system. They have enjoyed the benefits of regional monopoly and had some leeway in management, but in recent years, sales of both newspapers and flyers have declined. To break through the current situation, the company thoroughly re-evaluated what "value provided to customers" means and what the company's mission is, fundamentally revising the way sales department goals are created. A select few outstanding area representatives were chosen to pilot new sales activities, and results have begun to emerge. [Case Overview (Partial)] ■ Background and Issues: Sales of both newspapers and flyers had declined. ■ Consulting Content: - Product and utility analysis - Customer needs and countermeasure analysis - Changed to a step-by-step approach *For more details, please refer to the related links or feel free to contact us.
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【Other Case Summary】 ■Results - Selected several outstanding district representatives to pilot new sales activities - Results are beginning to emerge *For more details, please refer to the related links or feel free to contact us.
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For more details, please refer to the related links or feel free to contact us.
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Our company is a management consulting firm that specializes in building and improving human resource systems, starting with wage systems. Beginning with the necessity for management reform in client companies, we develop know-how for specific problem-solving and engage in 'market-in' product development that empowers users. Through years of rich experience and extensive information gathering, we have accumulated specialized information and concrete examples, which we utilize in consulting that leads to customer satisfaction and in research and development. The human resource system we advocate, based on role responsibility and meritocracy, is constructed with important concepts and convincing logic to overcome the significant challenge faced by small and medium-sized enterprises: "How to optimally allocate limited budgets amid a labor shortage." We support each company by addressing their unique concerns and providing tailored systems and operational methods.