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I do conduct the training programme on PMS but then I need to know more details. A person who has worked in FMCG will only be able to sort out your query. Secondly, attaching weights apart, you need to devise supporting MIS also to capture the performance of the staffs.
By the way, total of all the weights for Managers is coming to 105. Is this ok to you?
Dinesh V Divekar
20th April 2011 From India, Bangalore
I have worked in hard core sales with FMCG in initial phase of my career and would like to share a few pointers on the KRAs for the frontline sales staff.
1. Meeting weekly Targets
2. New retail outlets
3. Collection weekly target ( even if the collection is responsibility of distributor then they should contribute towards the same as how would distributor would pay the company.)
4. Sales promotional activities
Besides this company should endeavour to get the following inputs:
1. Suggestions to improve the market share
2. Competition news & movements.
Frankly speaking, attendance and reporting donít really matter if the allocated targets are being achieved.
20th April 2011 From India, Pune
thanks for the promt reply.
Yeah sorry the weights for managers are messed up the correct weights are as under
KRA's For Managers Sales : weights
1. Volumes 50
2. Coverage 15
3. Distributor appointment 15
4. Team Appointment 10
5. attendance 5
6. reporting 5
'm attachin all the MIS required for this purpose.
plz go through and let me knowof any improvizations required.
I had taken attendance and reporting into consideration 'cuz sales ppl oftern take leaves and being a sales driven org. we can't afford to lose revenue due to this reason.
For reporting we have an ERP system launched with mobile application also. ppl do not feed in data when required. Also for other daily , weekly and monthly reports people are a li'l sluggish.
moreover the tracking is not long term as happens in PMS... its only KRA's taken into account for 6 weeks time.
the new joinee is put on this task and evaluated accordingly. It is the time period which is given to new joiners to demonstrate their potential and caliber in the company.
21st April 2011 From India, Mumbai
and whatever you do make sure that can be measured and respected by the team - peer group -
21st April 2011 From Singapore, Singapore
As per my understanding Communication and working effectively with people are the competencies required, As of now 'm not taking competencies into aspect since its a short term tracking plan. The employees are selected through BEI and go through lengthy procedure. So i can assure the Communication and team work are average if rated.
My PMS does have both competencies as well as KRA's ...
25th April 2011 From India, Mumbai