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    This Study Resource Was: Case Analysis - Sales Force Integration at Fedex

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    Dheeraj singh
    FedEx recently acquired RPS to expand its ground delivery capabilities. To integrate the two sales forces, FedEx needs a new compensation plan and salesforce structure. The recommendations include unifying the sales forces under one structure, cross-selling between express and ground products, and implementing a compensation plan based on revenue targets for both. A branding campaign will also promote ground services as part of the FedEx portfolio.

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    This Study Resource Was: Case Analysis - Sales Force Integration at Fedex

    Uploaded by

    Dheeraj singh
    125 views2 pages
    FedEx recently acquired RPS to expand its ground delivery capabilities. To integrate the two sales forces, FedEx needs a new compensation plan and salesforce structure. The recommendations include unifying the sales forces under one structure, cross-selling between express and ground products, and implementing a compensation plan based on revenue targets for both. A branding campaign will also promote ground services as part of the FedEx portfolio.

    Original Description:

    SALES FORCE ANALYSIS

    Original Title

    Case_Analysis___Sales_Force.docx

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    FedEx recently acquired RPS to expand its ground delivery capabilities. To integrate the two sales forces, FedEx needs a new compensation plan and salesforce structure. The recommendations include unifying the sales forces under one structure, cross-selling between express and ground products, and implementing a compensation plan based on revenue targets for both. A branding campaign will also promote ground services as part of the FedEx portfolio.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    125 views2 pages

    This Study Resource Was: Case Analysis - Sales Force Integration at Fedex

    Uploaded by

    Dheeraj singh
    FedEx recently acquired RPS to expand its ground delivery capabilities. To integrate the two sales forces, FedEx needs a new compensation plan and salesforce structure. The recommendations include unifying the sales forces under one structure, cross-selling between express and ground products, and implementing a compensation plan based on revenue targets for both. A branding campaign will also promote ground services as part of the FedEx portfolio.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    Case Analysis – Sales Force Integration at FedEx

    FedEx recent acquired RPS (a ground delivery firm) to offer a single source for all client delivery
    needs. To meet the expected outcome, the firm need to deliver the integrated solution (ARISE)
    through a single sales force. The integration involves creation of a new compensation plan that
    determines the sales force's effort as well as serves as a medium, through which FedEx
    communicated its expectations to the salespeople. We will provide recommendations for the
    integration strategies as well as implementation strategies.
    Strength: (1) Market leader in Express delivery (46%) (2) Most consistent on-time delivery (3)
    High brand recognition (4) Consultative selling, innovative delivery solutions Weakness: (1) Two
    salesforce team creating confusion among customers (2) Weaker positioning in ground
    transportation (3) Duplication of operations Opportunity: (1) Shipping system integration
    (ARISE) – Cost saving, Sales force integration, Building new business (2) Revenue growth for

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    both Overnight and Express delivery Threat: (1) High competition from UPS and Airborne (2)

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    Customer shift towards low cost ground delivery (3) Rise of internet commerce

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    Recommendations:
    Salesforce Integration strategy –Unifying two different Sales Forces into one, developing a new

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    compensation package for account executives, organizational structure and sales administration
    ou urc
    changes, training of cross selling to the sales force, develop one point of contact and one
    shipping system, more focus on consultative selling, Branding of ground service business
    Implementation Plan: (1) Integrate a single structure integrating both the sales forces FedEx SF
    o

    and retain the structure of FedEx Express (59 National Account Executives of FedEx ground can
    aC s

    be integrated to WWS/ Global/ Local National team of FedEx SF, 616 Field Sales account
    vi y re

    executives can be retained as field executive in FedEx SF, 155 Inside sales reps of FedEx ground
    can be integrated into Inside/ inside telephone sale team of FedEx Express) (2) Implement cross
    selling (to promote ground executives to sell express products and express executives to sell
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    ground products => Active targets for sales in ground and express. Bonuses can be used to
    ar stu

    encourage cross-selling (3) Express sector (64% of the revenue) and Ground sector (13%)
    therefore the compensation plan will be based off of a portion of Express relative to the average
    is

    revenue and a similar compensation for Ground as well (along similar lines of the 70/30
    percentage plan) - target closing sale goal in both sectors for additional bonus (4) Training -
    Th

    creating an employee-wide awareness and understanding of the compensation plan’s


    fundamentals and concepts (5) Branding campaign- Advertising the ground services as a part of
    branding strategy (6) IT team integration – Integrate both the IT teams into one consolidated IT
    sh

    solutions team, cross train the teams and start providing a single IT solution for both express
    and ground, single contract to customers to avoid confusion (7) Create and market single point
    contact for all the FedEx services – ‘High speed delivery services and solutions under one
    umbrella’

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    I, XXX, affirm that I have neither given, received, nor witnessed unauthorized aid on this
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    This study source was downloaded by 100000829608615 from CourseHero.com on 07-24-2021 23:07:28 GMT -05:00

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