Progress Review!YLP MT 2015

Name: Abhishek JhaFunction: Postpaid Sales

Circle: UP East

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Structure of the Presentation

On Job Training Key Highlights Challenges Competitor Analysis Areas of Improvement in current projects with

implementation plan Individual’s Unique Contribution to the area of work

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Introduction ( On the Job Training) Introduction ( On the Job Training)

Parameter As of May’16

Markets Kanpur Region

Revenue Rs13,84,700

Accounts Mapped 538

Penetrated Account 179

Non Penetrated account 359

TSE Count 2

DSE Count 7

Channel Count 0

No. Of accounts added 99

MT Name Abhishek JhaKanpur

Reporting ToASM Mr. Asif HameedZBM Mr. Gaurav Tripathi

Extensive visit to all the My idea’s shop & DSAVisit to all the Key accounts for Idea Cellular Ltd.Understand the process of number activation from CAF punching to activation

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Initiatives Undertaken

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KEY HIGHLIGHTS

TSE/DST WISE ACTIVATION REPORTS

TSE/DST Month

Team Member Month December January February March April May Grand Total

Abhishek Jha

Abhimanyu Singh Yadav 11 11 25 22 8 32 109

Amit Shukla 31 19 40 42 26 38 196

Ashish Pandey 15 20 12 19 35 14 115

Rishi Sharma 4 30 36 44 24 40 178

Ravi Saini 10 15 15 21 9 22 92

MOHD SHADAB IDRISI 0 0 0 0 2 2 4

ROHIT KUMAR 0 0 0 0 0 3 3

ROHIT KUMAR SHUKLA 0 0 0 0 0 8 8

Grand Total 71 95 128 148 104 159 705

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Key Highlights PRODUCT WISE ACTIVATION REPORT JAN TO MAY-16

TSE/DST

January February March April MayGrand TotalNEW

Port In P TO P NEW

Port In

P TO P NEW

Port In

P TO P NEW

Port In

P TO P NEW

Port In

Abhimanyu Singh Yadav 11 20 5 22 8 31 1 98Amit Shukla 17 2 33 2 5 40 2 23 2 1 31 7 165Ashish Pandey 19 1 10 2 16 2 1 22 13 8 6 100

MOHD SHADAB 2 2 4Ravi Saini 7 7 1 6 5 4 8 13 9 13 9 82Rishi Sharma 27 2 1 23 11 2 30 13 1 20 3 1 39 1 174Rohit Kr. 3 3Rohit Kr. Shukla 8 8

Grand Total 81 12 2 92 25 11 116 30 2 84 18 2 135 24 634

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Key Highlights

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MONTH WISE ACT REPORTS

Month

Team Member 31-Dec 31-

Jan29-Feb

31-Mar

30-Apr

31-May Grand Total

Abhishek Jha 71 95 128 148 104 159 705

MONTH REVENUE DATA MonthAbhishek Jha

December January February March April May Grand

TotalMonthly Revenue( In Rs)

23,676 30,657 36,291 39,288 27,834 41,239 1,98,985

Key Highlights MONTH REVENUE DATA

Month

Abhishek Jha December January February March April May Grand Total

Monthly Revenue( In Rs)

23,676 30,657 36,291 39,288 27,834 41,239 1,98,985

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Postpaid Sales Drivers

Unique Contribution in the Area of work

• Sales Team setup in zonal office• Started managing field sales team in zonal office aligned with

concept of DST• Team leads identified on the basis of performance• Different teams share their leads generated through tele

calling with respective runners/field sales of channel partners• Office culture is attracting more staff through references and

acting as motivation

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Challenges

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• Channel appointment

• Cold calling in market with telecom retailers, existing prepaid distributors and competitor channel partners

• Prospects have been already shortlisted for CSA• Lead generation through cold calling and Shortlisted 3

prospects for CSA for Kanpur and 2 DSA prospects for Vandana

• In talks for 1 CSA Tele DSA with prospects for Kanpur

Areas of Improvement with Implementation Plan

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COMPETITOR ANALYSIS(Kanpur Zone)

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AIRTELMONTH WISE ACT REPORTS

EBU Segment January February March April May Grand

Total 207 248 259 180 150 1044

VODAFONEMONTH WISE ACT REPORTS

EBU Segment January February March April May Grand

Total 221 210 310 280 290 1311

IDEAMONTH WISE ACT REPORTS

EBU Segment January February March April May Grand

Total 568 522 714 316 365 2485

COMPETITOR ANALYSIS(Kanpur Zone)

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DST INCENTIVE SCHEME(Vodafone)

Basic Salary Rs 12,000

Target(Gross -adds) 18

Incentive Rs 150/ GA

1st Month Rs 150/ GA

2nd Month Rs 150/ GA

3rd Month Rs 150/ GA

COMPETITOR ANALYSIS(Kanpur Zone)

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Online presence for Channel Queries

Vodafone distribution.ppthttp://www.airtel.in/confluence/

Idea has no channel partner page explaining the details or the process

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PLAN GIVENStandard Price Points

Communication modesShort Code

PLAN – Rs 150, 600 minutes, 300 SMS Call Rates – 20p I2I30p I2other 50p I2STD

Registeration of FirmAddress Proof2 Photo1 letter head Nodal person POIPAN cardFinacial Proof(>25 Lakhs)Office setup(Board reqd.)

CASE STUDYA corporate enacting where I required 35 fresh connections with least rental

PLAN – Rs 150, 600 minutes, 300 SMS Call Rates – 20p V2V30p V2other 50p V2STD

PLAN – Rs 199, 800 minutes, 200 SMS Call Rates – 30p A2A40p A2other 50p A2STD

GIFTS OFFERED None Gifts worth Rs 2500

Gift worth Rs 7000

DOCUMENTS REQUIRED

Registeration of FirmAddress Proof1 Photo5 letter head Nodal person POI

Registeration of FirmAddress Proof(Tin No. Accepted)1 Photo1 letter head POIFinancial proof

Observations Analysis Engagement Outcome

Sales

• No notification system for CAF rejections and resons for it

• Duplicate Bill cannot be printed with the existing software and hence a lot of pety complaints which could have been avoided

• Escalation of problems is time consuming

• Pospaid problem handling is slower as compared to Prepaid

Commission Structure

• Target setting is a one-way process. Lack of discussions with franchisee owner w.r.t setting of targets and justification for it

• Complex Commission Policy structure.

• Variable days of Payouts as compared to that of prepaid

• Disatisfaction because of unfair incentivisation as compared to My Idea’s

FOS & Infrastructure

• Basic Salary is less

• Customers sometimes do not trust the authenticity of FOS because of lack of identity cards

• Frequency of training is less

• Lack of Direct incentives

• Negligent engagement activities from the organisation

Areas of Improvement in current projects with implementation plan

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• Real Time Notification System to be incorporated in the existing software

• This system will notify the CSA/DST outlet with the reason for rejection of CAF

CAF Notification Tab

• The factility to print duplicate bills from the prefalent software should be incorporated which was not before.

.

Duplicate Bill

• Speeden up the New Customer Acquisition Process

• Better Communication

This will decrease BNR complaints, late payments, and improve the communication process

FOS Connect

• Accessory kit and Identity Card to FOS• FOS Engagement meets to be held where top

performers are appreciated

Increase in connect with Idea

Motivated employees perform better

Recommendations What is it? BENEFIT to IDEA

Observations Analysis Engagement Outcome

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Week 3 Week 4Week 1 Week 2

Current Leads

Required Leads

Gap

Action plan to cover gap

Last 3 months Avg Sales

Present month Target MNPPre to PostFresh Acquisitions

Action Plan

Weak wise Target SplitMNPPre to PostFresh Acquisitions

Special Support

ASM (Signature) TSM (Signature) Channel Partner (Signature)

“TSE/DST Monthly Plan Sheet”

Month -

TSE/DST Name

Observations Analysis Engagement Outcome

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Area of Improvement with Implementation Plan

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Customer Relationship Management

Customer/ Corporate BenefitsCustomer/ Corporate BenefitsIdea BenefitsIdea Benefits

• Decision making is nimble and well informed supported by real-time CRM reporting across all business areas.

• Effective time management as CRM prompts users to follow up on activities and automates alerts when important events occur, or if actions are missed.

• Higher quality lead generation from marketing activities by leveraging CRM customer segmentation to send targeted campaigns and personalized messages that resonate.

• Pipeline reports are trusted and are used as the basis for reliable sales and production forecasts to predictably manage cash flow.

Objective set of inputs to help in closing of potential leads

Better understand and help bridge the gap between “What customer wants” and “What can Idea provide”

Helps aligns customer objectives with Ideas objectives

Better relationship with the customer and key accounts in order for smooth business in the future

A Customer Relationship Management system would help Idea in keeping track of all potential leads and better conversion of them

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Individual’s Unique Contribution to the area of

work• Daily report making accounting to data

collection for the SME’s and corporate

• Collection of data from the other competitors• TSE/DST tracking through frequent update on

Watsapp or Concall along with DSR updating

Microsoft Office Excel Worksheet

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Learnings

• Motivation: The biggest driver for Sales force• Channel Partner or FOS takes a narrow perspective

and it is important, time and again, to show the bigger picture ( simple metrics such as ROI, Investment, Competitors performance). This helps in alignment of FOS goals with company’s

• Consumers are impatient and want instant gratification

• Loyalty with existing number is difficult to find as cost of loyalty is greater than cost of new purchase

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RECOMMENDATIONS • Frequent follow-ups along with Collection in charge to major

accounts is necessary • Data mining or Data collection is required in order to keep the

track of all the corporate and SME’s operating in the region• Real time system for CAF information and CPV information is

required in order for timely activation• Freebies like 5% cash back, key chains, charging station etc to be

provided to major corporate using more then 50 numbers of Idea Cellular Ltd.

• Adequate kit and visiting cards to be provided to TSE/DST • Questionnaire survey to the major corporate accounts for better

after sales Service

Public05/01/23Microsoft Office Word Document

KIT for FOS

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Visiting Card for FOS

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Thank You

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