Country N E

MS(%) Assumption 20% 18%

POS 145000 120000

Reach % 60% 56%

87000 67200
Market Size(Crore) 4000 750 800
Current sales 680 150 144
ARPS 0.401 0.441 0.514
No. of Outlets/Sales
officer 255.88235294 240

Agreed Outlets 500 500

Industry Growth 4600

Project Company
Sales(crore) 1150 187.5 180
ARPS TGT(.6)
Projected HC 1917 312.5 300

Country North East

Regional Manager 7 1 1
Division Managers 20 3 3
Area Managers 158 28 25
Sales Officers 1695 340 280

Performance
management data
Rank 1 2 3
Sales officer 563 356 4456
Area manager 21 30 59

Division manager 2 4 10
Regional manager 1 3
Turnover(%) 15 10 12
W S Central Key accounts
23% 16% 15% 10%
240000 190000 110000 1200

71% 66% 58% 74%

170400 125400 63800 888
500 900 550 350
115 144 82.5 35
0.288 0.369 0.351 0.875

426 321.5384615385 271.4893617021 22.2

500 500 500 500

143.75 180 103.125 43.75

239.583333333 300 171.875 72.9166666667

West South Central Key Account

1 1 1 1
5 4 3 2
40 36 22 5
400 390 235 40

4 5
230 90
36 12

2 2
3 1
7 15
e-commerce Constraints applied
6%
250 1. Based on outlet visits

25%
63
150
9
0.900

500

11.25

18.75
2.Based on Span of control

e-commerce
1
-
2
10

3.Applying Turnover @15%

4. Based on promotion for star performer and Expectatio

5. Based on Retirement of 3 Regional and 7 Divisional Ma

 total visits after factoriing the visit frequency across class

Total Outlets Sales officers Area Managers Divisional Manager

North 87000 340 28 3
East 67200 280 25 3
West 170400 400 40 5
South 125400 390 36 4

Central 63800 235 22 3

Key account 888 40 5 2

e-commerce 63 10 2-

Sales officers Area Managers Divisional Manager Regional Manager

North 340 28 3 1
East 280 25 3 1
West 400 40 5 1
South 390 36 4 1
Central 235 22 3 1
Key account 40 5 2 1
e-commerce 10 2- 1
 Sales officers Area Managers Divisional Manager Regional Manager
North 340 28 3 1
East 280 25 3 1
West 400 40 5 1
South 390 36 4 1
Central 235 22 3 1
Key account 40 5 2 1
e-commerce 10 2- 1

ar performer and Expectations @20%

Present data

Sales officers Area Managers Divisional Manager

9.8382978723 0.1215319149 0.0010851064

Recruitment
needed
Sales Officer 9

Regional and 7 Divisional Manager

No. Of sales officer promote Regional ManageGap Needed

9 3 6 0

Recruitment needed
Divisional Manager 7
 Needed

No. of Sales
No. of outlet/sales officers req. for Middle
Regional Manager officer 500/Sales officer Front Line Manager Top Manager
1 255.88235294 174 -127 -42
1 240 134.4 210 47
1 426 340.8 -4 11
1 321.53846154 250.8 250 65

1 271.4893617 127.6

1 22.2 1.776
1 6.3 0.126
1544 1030

No Recruitment needed

Span of control Gap

Regional Divisional
Sales officers Area Managers Divisional Manager Manager Area manager Manger
340 34 4.25 1 -6 -1.25
280 28 3.5 1 -3 -0.5
400 40 5 1 0 0
390 39 4.875 1 -3 -0.875
235 23.5 2.9375 1 -1.5 0.0625
40 4 0.5 1 1 1.5
10 1- 1 1-

-11.5
Recruitment Needed
Area Manager 12
Divisonal Manag 2

Available after turnover Gap

 Regional Area
Sales officers Area Managers Divisional Manager Manager Sales officers Managers
289 23.8 2.55 0.85 -51 -4.2
238 21.25 2.55 0.85 -42 -3.75
340 34 4.25 0.85 -60 -6
331.5 30.6 3.4 0.85 -58.5 -5.4
199.75 18.7 2.55 0.85 -35.25 -3.3
34 4.25 1.7 0.85 -6 -0.75
8.5 1.7 0.85 -1.5 -0.3
-254.25

Recruitment needed
Sales officer 255
Area Manager 24
Divisional mang 3
Regional Manag 1

Regional Manager
0.0003617021
 Recruitment Gap

Gap

-1.0625
Divisional Regional
Manager Manager
-0.45 -0.15
-0.45 -0.15
-0.75 -0.15
-0.6 -0.15
-0.45 -0.15
-0.3 -0.15

-23.7 -3 -0.9