Sales Force Management

Baria Planning Solutions

Assignment

Submitted to: Miss Mehrukh Salman

Submitted by: Mahnoor Javed

18P01965
Section A
 DATA USED IN SOLVING THE QUESTIONS

Mean Values from Exhibit 4

New Sale Renewal ExpansionPilot Requests for Sale Support from Exhibit 5
Data Engineering 24 8 22 20 1st Quarter 2nd Quarter 3rd Quarter 4th Quarter
Data Support 24 12 16 10 New Sale
Proposal Support 44 22 29 12 Energy 19 17 16 20
Pricing 8 4 6 6 Government 8 18 20 8
Manufacturing 22 27 23 34
Retail and Other 12 10 7 10
Total 61 72 66 72
Availible workhours from Exhibit 7
Data Engineering 14080 Renewal
Data Support 12320 Energy 9 10 5 4
Proposal Government 2 5 14 3
Energy 5280 Manufacturing 5 5 11 27
Government 5280 Retail and Other 11 4 2 0
Manufacturing 8800 Total 27 24 32 34
Retail and Other 3520
Pricing 5280 Expansion
Energy 2 4 4 3
Government 1 2 5 3
Hours per year assumption 1760 Manufacturing 4 4 3 10
Retail and Other 4 2 2 0
Total 11 12 14 16

Pilot
Energy 5 6 6 5
Government 4 4 3 4
Manufacturing 7 9 8 12
Retail and Other 12 7 5 6
Total 28 26 22 27

Total Requests
Energy 35 37 31 32
Government 15 29 42 18
Manufacturing 38 45 45 83
Retail and Other 39 23 16 16
Total 127 134 134 149
 QUARTER 1
Calculation of Utilization Rate

Available Workhours
per quarter
Workload Mean Process Time Resources Utilization Rule of Thumb

Data Engineering 127 20 8 3520 71% Medium

Data Support 127 18 7 3080 73% Medium
Proposal Support 0 0
Energy 35 33 3 1320 87% High
Government 15 32 3 1320 36% Low
Manufacturing 38 34 5 2200 58% Low
Retail and Other 39 26 2 880 117% Over capacity
Pricing 127 7 3 1320 63% Low

Mean Process Time Calulation

Data Engineering 20
Data Support 18
Proposal
Energy 33
Government 32
Manufacturing 34
Retail and Other 26
Pricing 7

After Adjustments Available Workhours

Workload Mean Process Time Resources per quarter Utilization Rule of Thumb

Data Engineering 127 20 8 3520 71% Medium

Data Support 127 18 7 3080 73% Medium
Proposal Support 0 0
Energy 35 33 3 1320 87% High
Government 15 32 2 880 54% Low
Manufacturing 38 34 5 2200 58% Low
Retail and Other 39 26 3 1320 78% Medium
Pricing 127 7 3 1320 63% Low

Recommendation:
Move one personnel from Government sector to Retail and Other sector in order to shift
utilization of Government from 36% to 54% and of Retail from 115% to 77%.
 QUARTER 2
Calculation of Utilization Rate

Available Workhours
per quarter

Workload Mean Process Time Resources Utilization Rule of Thumb

Data Engineering 134 20 8 3520 77% Medium

Data Support 134 18 7 3080 80% Medium
Proposal Support 0
Energy 37 31 3 1320 88% High
Government 29 35 3 1320 76% Medium
Manufacturing 45 34 5 2200 69% Low
Retail and Other 23 29 2 880 76% Medium
Pricing 134 7 3 1320 68% Low

Mean Process Time Calulation

Data Engineering 20
Data Support 18
Proposal
Energy 31
Government 35
Manufacturing 34
Retail and Other 29
Pricing 7

After Adjustments
Available Workhours
Workload Mean Process Time Resources per quarter Utilization Rule of Thumb

Data Engineering 134 20 8 3520 77% Medium

Data Support 134 18 7 3080 80% Medium
Proposal Support 0
Energy 37 31 3 1320 88% High
Government 29 35 3 1320 76% Medium
Manufacturing 45 34 5 2200 69% Low
Retail and Other 23 29 2 880 76% Medium
Pricing 134 7 3 1320 68% Low

Recommendation:
No changes are recommended as none of the sectors have over capacity utilization and are working well in the established limits.
 QUARTER 3
Calculation of Utilization Rate

Available Workhours
per quarter

Workload Mean Process Time Resources Utilization Rule of Thumb

Data Engineering 134 19 8 3520 74% Medium

Data Support 134 18 7 3080 78% Medium
Proposal Support 0 0
Energy 31 32 3 1320 76% Medium
Government 42 33 3 1320 104% Over capacity
Manufacturing 45 32 5 2200 65% Low
Retail and Other 16 29 2 880 53% Low
Pricing 134 7 3 1320 66% Low

Mean Process Time Calulation

Data Engineering 19
Data Support 18
Proposal
Energy 32
Government 33
Manufacturing 32
Retail and Other 29
Pricing 7

After Adjustments Available Workhours

Workload Mean Process Time Resources per quarter Utilization Rule of Thumb

Data Engineering 134 19 8 3520 74% Medium

Data Support 134 18 7 3080 78% Medium
Proposal Support 0 0
Energy 31 32 3 1320 76% Medium
Government 42 33 4 1760 78% Medium
Manufacturing 45 32 4 1760 82% Medium
Retail and Other 16 29 2 880 53% Low
Pricing 134 7 3 1320 66% Low

Recommendation:
Move one personnel from Manufacturing sector to Government sector to shift
utilization of Government from 104% to 78% and of Manufacturing from 65% to 82%.
 QUARTER 4
Calculation of Utilization Rate

Workload Mean Process Time Resources Available Workhours Utilization Rule of Thumb
per quarter

Data Engineering 149 19 8 3520 82% Medium

Data Support 149 18 7 3080 86% High
Proposal Support 0 0
Energy 32 35 3 1320 84% Medium
Government 18 31 3 1320 42% Low
Manufacturing 83 30 5 2200 115% Over capacity
Retail and Other 16 32 2 880 58% Low
Pricing 149 7 3 1320 73% Medium

Mean Process Time Calulation

Data Engineering 19
Data Support 18
Proposal
Energy 35
Government 31
Manufacturing 30
Retail and Other 32
Pricing 7

After Adjustments
Workload Mean Process Time Resources Available Workhours Utilization Rule of Thumb
per quarter

Data Engineering 149 19 8 3520 82% Medium

Data Support 149 18 7 3080 86% High
Proposal Support 0 0
Energy 32 35 3 1320 84% Medium
Government 18 31 2 880 63% Low
Manufacturing 83 30 6 2640 96% High
Retail and Other 16 32 2 880 58% Low
Pricing 149 7 3 1320 73% Medium

Recommendation:
Move one personnel from Government sector to Manufacturing sector in order to shift
utilization of Government from 42% to 63% and of Manufacturing from 115% to 96%.