Field Sales Organization
Patrick Chau
Director Field Sales, GCA
Who am I
• Christian
• 36 years old
• Married for 7 years
• With 2 sons
- Jayden (4 yrs old)
- Jonah (6 months old)
• 14 years of experience in
logistics industries
• Start working in Fritz
Companies
2
GCA International
Chris Pollard
COO IIL
Process & Policy
Product/Trade Lane and Commercial Strategy
TBA
NOC
Daryl Chan
Key Accts
Phil Chin
Ocean
Patrick Chau
Director FS
Field Sales
Michael Pereira
Snr Director
Air
Akant Rai
Trade Lane
ISC
Deepak Saxena
Trade Lane
MEA / ANZ
Beryl Tse
Snr Dir OPS &
Services Integrity
Vincent Gao
Project Logistics
Paula Patino
Trade Lane
LAM
Ringo Ip
Trade Lane
ACE
Harry Li
CMC
Victoria
Terng
JIT
Florence Mok
Head of HR
Ian
Blackman
ISCS
Siu Wah
Controller
Finance
Operations & Sales Execution
Daryl Chan
MD E China
Vincent Gao
MD N China
Herbert Wang
Mgr West China
Alan Yu
GM Taiwan
Phil Chin
MD S China
OneView Sales Process
Matching OneView Steps with the Miller Heiman Sales Funnel
Sales Funnel Stages
Universe
Above the
Funnel
In the
Funnel
Best
Few
Data suggests a
potential fit
Data suggests a
possible order
Data verifies a
possible order
Clearly defined next
steps
Little or no luck involved
Opportunity Grid
•
Developed Opportunities
appear on Company main
Page
•
Click + sign to open
Opportunity Main Page
and Develop New
Opportunity
•
Click on Arrow to Access
Existing Opportunity
•
Won/Lost Opportunities
Appear under History Tab
•
Use Global Search
Functionality to search for
Opportunities
Incentive Program Objective
•
To drive the sales behavior towards company directions & goals
Target outcomes on new scheme
•
Increase New business on board
•
Increase pipeline visibility and sales forecast
•
Promote Core tradelane & product
•
Grow larger size of wins
•
Align to speak same sales language in GCA
•
Contribution to network selling by sales lead
7
Key elements of refined sales incentive program
•
Incentive will only applicable for “Closed/won” opportunity in One View
•
Change of incentive scale in which sales will be rewarded on incentive without an
end date.
•
Additional 10% incentive paid to Core Tradelane , Import biz at the 1st year.
•
Incentive to those approved special rate shipments (Can be -ve NR) to Core
Tradelane
•
Reward half incentive scale for Qualified sales lead to network at the 1st year.
•
FS must produce 8 sales call (with potential opportunity) per week and min. 5 sales
lead per month
8
GCA Field Sales – Winning together (starting with the basics)
Ambition
Strategies
REVAMP A
FIELD SALES
ORGANIZATION
Objectives
• Increase average size of wins & win more
contracted/regular business
• Participate in larger tenders & win larger customers
• Close the back door (stop loosing customers we have
won)
• Build marketing strategy & capabilities (no. of
leads/month)
Areas
Data
Integrity
on One
View
Immediate Tasks w/Timeline
Evaluate the right opportunity size for GCA Field Sales
organization by week 50



Coordinate with all stations for Global One View initiatives


ACHIEVE
15%
GROWTH
ON ROI IN
FIELD
SALES BY
END 2012
DEVELOP
EXPERTISE IN
CORE TRADE
LANE
ENCOURAGE
PERFORMANCE
& WINNING
CULTURE
IMPROVE HOW
WE WORK
TOGETHER
• Have compelling show cases in GCA preferred trade
lane or segments to demonstrate credibility on larger
opportunities
• Focus & deploy resources in a more targeted way
• Develop solutions that can be replicated for other
customers
• Align with Trade lane leaders for joint sales effort
• Be able to attract sales talents due to aggressive &
achievable incentive schemes
• Celebrate every month the top 5 performers
• Advertise wins internally & externally (case studies,
press)
• Promote ‘best team wins’ principles & include in
scorecard
• Drive sales performance management through One
View & coaching
• Embrace the GCA 2 sales channels, 1 sales pipeline
culture
• Promote clarity & acceptance of roles & responsibilities
of commercial function
• Develop governance, guidelines and decision making
process
• Get close to our counterparts in Regional & Global
(initiatives, calls & meetings)
Review with respective station / sales managers
Re-visit the past win ratio of sold business through One
View
Identify the Right Opportunity Size (larger)
Provide
adequate
sales tools
Cleanse up exercise by week 47
Process, Usage, Productivity and Opportunity
Align with RM on developing right sales tools (TBA)


Air: MSR and Solution Tariff
Sea: Grid and/or local area ops
Knowledge management on sales materials (on-going)




Sales E-Learning Portal
One View Training materials
Incentive Program
GCA / Product / Country / Trade lane presentations
ROI on
Sales
Develop sales productivity / measuring tools on ROI by week 49
Yield mgt
Manage to provide support & performance to all station
managers by week 46





Implement
ation
Hand-over
Review with finance & HR on ROI for sales
Roll out to all GCA stations management
Develop a quarterly scorecard to mgt’s review
Low yielding customer or business
Loss making customers
Ensure Sales / sales support is responsible for establishing the
SOP or clear shipping instructions.

Align with CRD project team for on-going process on
implementation and execution by week 48
9