FIRST STEP JOURNEY0%

40%80%

70%85%

21%

87%85%73%85%85%89%

19%

84%83%75%83%

#1#2#3#4

First Started as a Salesman is a total Disaster performance : Worst in The Team & Last Rank

#1 #2 #3 #486%

88%

90%

92%

94%

96%

98%

100%100% 100% 100% 100%

93%92%

91%

95%

Target VisitActual

5%

25%

20%

50%

Outlet 1st Cluster 2nd Cluster3rd Cluster 4th Cluster

Home Work :1.Activate Outlet Cluster

1,2,32.Achieve on KPI

Performance

Problem :1. Merapi Eruption2. Several Month

Empty/vacant Salesman

Bad KPI & Contribution

Visit Call Under KPI

ADDITIONAL SKILL

50%

20%

20%10%

Soft SkillDirect SalesPresentation SkillMicrosoft Office SkillReporting & Administration 20%

20%

20%

10%

10%

10%10%

Field Skill

Territory Management Outlet Knowledge Character KonowledgeBuying Habits Consumer Habits Competitor ActivitiesAdaptibility Field

Proggress

0%10%

20%30%

Development Skill#1 #2 #3 #4

New Area for ME !!! Training Development : Learning by Doing , Doing to Learn More

INITIATIVE SOLUTION

Supervisor Salesman Analyst0%

10%20%30%40%50%60%70%

50%

20%

50%

20%

70%

30%30%

10%20%

Microsoft OfficeField SkillSales Knowledge Skill

Finding Mentor & Coach

Proggress

35%50%

65% 75%

Development Skill#5 #6 #7 #8

Learning Lesson

Proggress

50%90%

30%

Development SkillStay at Office Late Discussion with SupervisorSharing with ASM

50%30%

20%

Individu ProggressKnowledge Skill Motivation

Motivation from inside is Learning, Action and Improve..

NEW CHALLENGE !!

Visibility & Stick Selling Program

80%

Community Program

10%

Mini Event Program10%

Program Area To Do Action :1.Route Plan & Call Cycle Change2.POSM Preparation3.Call List Manual4.PIC Report

Volume Handling OOS Effective Call New Brand Penetration

Visibility Availability0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100% 90% 90%

5%

100%

90%

80%

89%

99% 100%

4%

100% 97%

86%

95%

#9#10

Advantage :1.KPI Performance increasing2.Helpful Option

Weakness :1. More Effort on Time

Management2. Actual Visit is need to

worried because time spent High

#9 #10#11#120%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

82%80%89%90%

Target VisitActual

Helpful but still there is a Challenge and Home Work

INITIATIVEAction initiative :1. Selective Outlet

Focus2. Time ManagementSelective Outlet :1.Only Outlet with Commitment on Program & Community Area

Time Management :1.Create Role Play Cue Card2.Create Program Cue Card

#10 #11 #12 #130%

10%20%30%40%50%60%70%80%90%

100%100% 100% 100% 100%

Target VisitActual

Advantage :KPI Performance & Actual Visit can be increasing

Sometimes Not Always Physic Power involved but Also Strategy & Out Of The Box Idea

WHOLESALE & MODERN TRADEThis is Part of Job needs :1.Focus2.Care3.Aware4.Negotiations Skill 20%

20%

10%

50%

Skill UpgradeFocus CareAware Negotiation

Buying is A Must !!

Initiative :1. Bundeling Brand :

Core With Potential & Others

2. Update Price Brand to Wholesale to Retail

3. Purchase Order Negotiate before CallUpdate your Knowledge on Learning By Situation and Condition is Needed

Sales Plan50%

Actual Target20%

Survey Price10%

Split Volume

20%

Work Description

Core Brand80%

Potential Brand10%

Others Brand5%

New Brand5%

Volume Target

WHOLESALE & MODERN TRADEAdditional Initiative :1. Estimate Stock VS Buying2. Build Up Relationship with Care & Aware to Oulet

Margin & Profit3. Buy Outlet Things as a Emotional Connection

5%10%

5%

80%

Improve SkillFocus CareAware Negotiation

This Is The Part That Sales Direct Skill is more needed as Human & Person

Quick Improvement is necessary Fit to the Condition and Situation

BECAME A PIC / LEADER PROGRAM

Visibility & Stick Selling

Program80%

Com-munity

Program10%

Mini Event Program

10%

Program Area To Do Action :1.Collect Data From Other Sales2.Report on Excell Everyday & Powerpoint Every week3.Manual Hardcopy Recap from Day to week

Action Management :1. Collect Handphone Number of Sales2. Create an Email Account for pool Sales

Activity Program3. Reporting File CC to SPV & ASM4. Presentation to SPV about Proggress &

Sharing Program

Improvement from Self Skill became To Social Interaction Skill

MINI TEAM LEADER

SPV 122%

SPV 222%

SPV 333%

SPV 422%

Salesman

New Role on Leader Coordinates

Opportunity To Grow

To Do Action :1.Leader of 4 Team Member2.SPV Information Man3. PIC on Every Report & Proggress

New Challenge

20%

20%50%

10%

Soft SkillReporting Skill Presentation SkillLeadership Skill Motivation Skill

New Role made a New Challenge & Opportunity but also Great Responsibillity

ACHIEVEMENT AS MINI TEAM LEADER

Volume

30%

Program50%

KPI10%

SOM10%

Team Contribution to Area

Best Outlet Program

50%

Best Sales Development

30%

Best Sales from Assistant To

Sales10%

Best Outlet Program Creative Display

10%

Team Contribution to Area

Initiative :1. List Sticker for Visibility Program2. 70% Motivated Outlet to won SOM for Brand3. 90% Outlet Buying Habit change from Oriented

to Sales became oriented to Wholesale Outlet4. Creative Display & Object succes Prompt

Consumer Engagement

To Win a Competition, Do The Process and Focus to Retail Things

BECAME A ROLE MODELNew Additional Role :1.Became A Candidate to A Role Model Sales2.Present Area To Competition of Sales at Regional Java3. Won 3rd Place in Regional4. Promote To Wholesale & Modern TradePIC For :1. Microsoft Office Skill 2. Presentation to SPV & ASM3. Help new Sales to Explore Duty & Call

5%10%

80%

5%

Soft SkillReporting Skill Presentation SkillLeadership Skill Motivation Skill

To Be A Leader is became From Bottom, When you in Top, its now to Think for The Bottom

Proggress

75% 80% 90% 95%

Development Skill#32 #33 #34 #35

I’M MAYBE NOT THE BEST & HIGH LEVEL EXPERIENCEBUT

EVERY SINGLE DAY, WHAT I’M DOING FOR MY JOB NOW AS A LEADER

I ADOPT IT FROM DISTRIBUTIONEXAMPLE : ONE HIT PROJECT ( RETAIL SEGMENTATION )

ONE HIT

Seek Business Customer ( Personal )

Distributor Sales

CafeSPBU / GAS Station

Kios / Toko

Seek Corporate Consumer

Finance Company

BPR / Koperasi

It’s Works !!