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Driving Sales & Process Performance
Driving Sales & Process Performance
- Human Capital Consulting
- Process Management
Established in 1993, Micro Aire-Care is a reputable distributor of high quality cleanroom systems, laboratory furniture as well as other life science and medical products in South East Asia. They offer a one-stop solution, from design to installation and after sales support.
While looking at how to grow the company, Micro Aire-Care realised that one of the key issues was the poor performance of the sales team, which was due to multiple factors including the lack of clear directions and the imbalance of incentives offered. Furthermore, there was also insufficient clarity in job roles to foster an effective work environment. Aside from that, the company’s processes and their complexities have evolved over time, resulting in growing inefficiency, redundancy and waste.
Human Capital Consulting
In order to drive sales performance and ensure fair distribution of incentives offered to sales personnel involved in a sales pursuit, some measures were developed. Firstly, the existing sales compensation plan was reviewed with the aim to hit goals that assist the company’s growth while maintaining a healthy profit margin. Next, a revamped Sales Compensation Scheme modelled against a hybrid of both tiered and gross margin commission structure was developed. This helps to address both individual and team-based performance, aiding to foster better integration & collaboration amongst the sales team. Lastly, a salary benchmark was also obtained to provide salary references across various sales roles in the company, ranging from Sales Executives to Sales Director.
Process Management
To increase clarity and accountability of job roles, a high level business operations workflow was mapped out using cross-functional flowcharts that illustrated the relationships between various business processes and the respective units responsible for them. Through this workflow, processes that require improvement were also identified.
In addition, a RACI (Responsibility, Accountability, Consult, Inform) Matrix was developed to set clear expectations and assign roles and responsibilities for each task. This matrix also helped Micro Aire-Care remove conflicts about task ownership and decision-making from processes and focus on the team’s ability to act responsibly.
- Staff retention for sales department improved by 30%
- Estimated 10 – 15% increase in quality sales leads
- Re-work is projected to reduce by 15%
- Labour cost avoidance – estimated savings of 300 man-hours or 40 man-days per year