Business
Challenge:

Helped Set the Revenue Targets for Field Team

  • The client is a leading provider of training services across the globe for their tech products. The client has a large number of associates through whom these training programs are offered. They also have a field team for managing these associates, and their performance is headed by sales heads who manage the full-time and external staff field teams for each region.
  • The field team is assigned a yearly target for revenue from the products purchased by the associates in the portfolio at various levels, from sales heads to each member of the team.
  • The client needs to set the revenue targets for the fiscal year, considering various parameters such as previous year business, seasonality, changes in prices, and various campaigns.

TurnB Approach


  • Identified an exhaustive list of various factors affecting the revenue of the products, such as previous-year business, expected growth, shifts in regional dynamics, the launch of new campaigns, etc.
  • Forecasted the sales for the year using the identified factors along with factoring in the new campaign planned for the year, which had different conditions.
  • The forecasted sales were distributed at the region level and based on seasonality to have the expected sales numbers for the year at an associate level for campaign and non-campaign periods.
  • The varying unit prices for the various products were then applied to these sales units to estimate the revenue forecast for the next fiscal.
  • This forecast was rolled up at the associate level to estimate the yearly targets for each field team and sales heads.
Approaches background
Infograph

Implications

Established a yearly revenue target 10% higher than the previous year, which was realistic and achievable for the field team.

  • The monthly distribution of targets helped the field team to constantly monitor and measure their progress and take corrective action wherever needed.
  • The targets helped the team push additional units for the products through the new campaign released in the year, making the campaign a success and lifting the overall sales.
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