SALES PERFORMANCE IMPROVEMENT CASE ANALYSIS SPI Case: Three Consulting Projects The Situation You are a Sales Performance Improvement consultant and you have been working with the following three companies as your clients. To help them improve their sales performance, you are conducting sales performance FACTS analyses. The Issues Company A is a manufacturer that recently launched a new product through company sales force. After three months, however, the sales force only achieved 60% of the new product sales volume quota. A latest survey showed that less than 30% of its target customers had ever heard of this product. The survey also showed that 90% of the customers who tried the product were willing to repurchase. The company's Training Department tested its sales force and found that 98% of salespeople successfully passed the new product knowledge test. Company B is a telecommunication provider that serves the Midwest market. Driven by strong demand of its service, the company has been growing at a 25% annual growth rate in the past three years. Its market share reached a stunning level of 40% early this year. However, the company notices that the number of customer complaints has almost doubled from 15 complaints per month last year to 28 complaints per month this year. The CMO of Company B is a believer of excellent customer service and aims to make 100% customer happy and satised. Company C is a medical equipment company that has dominated the blood pressure monitoring device market for nearly a decade. With a steady 20% market share and a healthy 3% growth rate in this relatively mature market, Company C has earned trust from both doctors and patients. In the past 10 years, the annual customer satisfaction index has always been over 95%. The company recruits graduates from universities and trains them to be professional sales representatives. However, in the past three years, the sales managers of Company C notice that 50% of the recruits leave the company in the rst year after they join, either voluntarily or involuntarily. Similar companies in the same market are able to keep 80% of their new recruits. The Questions 1. Please conduct a Sales Performance FACTs analysis for each of the three companies. 2. For each company, please identify its major sales performance gap and then set an appropriate SPI objective