Improve sales force productivity and motivation: Shell India Markets Pvt. Ltd.

Abstract

Downstream business is thecore of Shell India Pvt Limited, and hence sales force plays a vital role for growth of Shell in India. As a part of ongoing effort to improve sales force productivity, this report aims to measure sales force productivity by finding out the time stealers for Account Managers. The project is divided into two Phases. Phase 1 consisted of DILOs (DayIn Life Of) of account managers where around nine account managers from across India were shadowed to study their daily activities. Insights gained from DILOs were used to formulate two surveys, highlighting the time stealers and factors influencing the motivation of Account Managers. Phase 2 consisted of floating two web based surveys to a sample of 30 Account Managers covering all B2BD,B2BI,B2CD,B2CI A and OEMs to get an exhaustive overview.From the survey Resolving order blocks, Resolving Complaints &disputes, Queries related to stock availability and Information about credit notes were observed to be the common time stealers which were consuming maximum time for an Account Manager. In case of motivation, liberating their time by making processes efficient was observed to be key factorfor motivation.