Japanese Electronic Company

The client, a subsidiary of a large Japanese electric company, was facing difficulties with their door to door sales force.

The company was unable to source high quality sales staff with experience to sell within the industry , due to a low base salary.

Managers did not have the skills or industry knowledge to develop the staff they did have to be effective sellers.

Additionally, no quotas or sales targets were set at any level – individual, team or even at the group level. This led to low motivation to succeed and an incentive plan that was not defined.

Changing labour laws meant that these staff could not be hired on temporary contracts, and a permanent solution needed to be found.

ManpowerGroup proposed an outsourc-ed model to the client. This entailed moving the headcount to contract

ManpowerGroup staff, and undertaking the sales and door to door promotional activity on the clients behalf.

The sales team consisted of 200 people including managers and team leaders.

ManpowerGroup developed a well defined incentive plan that was well above market, allowing them to recruit highly experienced sales executives and On the job training delivered by 2 specialist trainers is provided on a continual basis

The client began outselling their competitors, increasing market share by 40%.

Sales achieved increased to 120 – 130% of target per sales staff, from a low of 20%

40%

increasing market share by 40%.

THE CHALLENGES

THE COMPANY

THE SOLUTION

THE RESULTS