Analysis
Sales Force Restructuring for Regional Retail Chain
Overview
What this challenge is about.
Your task is to produce a sales force restructuring plan for GreenMart. Deliverables include: (1) an analysis of current sales force performance (using provided sales data), (2) a proposed new role structure (e.g., greeter, product specialist, checkout upsell), (3) a training program for upselling/cross-selling, (4) a performance incentive plan (e.g., bonuses, commissions), and (5) an implementation timeline. Success means a plan that increases average transaction value by 15% and reduces turnover by 20% within 6 months. Constraints: budget of €100k for training and incentives, and no layoffs allowed.
The Brief
What you'll do, and what you'll demonstrate.
How to restructure the sales force to improve customer experience and increase upsell/cross-sell while reducing turnover?
Earning criteria — what you'll demonstrate
- Analyze sales force performance data to identify issues and opportunities
- Design sales roles that align with customer journey and store layout
- Create a training program focused on upselling and cross-selling techniques
- Develop a performance incentive plan that motivates behavior change
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.