WELCOME
THE killing STRATEGY
SUCCESS STORY SHOULD STARTS WITH
WE WILL DO IT
HOW COULD WE ?
Most Happppennnning City Across INDIA
TARGET MARKET
CYBER TOWERS
MICROSOFT CAMPUS
WIPRO CAMPUS
CYBER GATEWAYS
?
WHAT IS NOT THERE !
IN THE STORY THE NEXT BEAUTIFUL SCENE
HOW WE WILL DO IT ?
SOLDIERS SHOULD STARTS FROM
WHO ?
Driving Sales With Segmentation
Answer for the most important questions
Who are Our best customers? What products and services do they need? When will they need them? How do they want to interact with us? Why do they behave the way they do?
RETAIL CUSTOMER ACQUISITION STRATEGY
SMART ACTIVITIES
SMART ACTIVITIES
DATA FROM VARIOUS SOURCES COLD CALLING PRESENTATIONS IN CORPORATES KIOSKS IN PRIME LOCATIONS COMPETETIVE ADVANTAGE ROAD SHOWS EXHIBITIONS EVENTS
HNI CUSTOMER ACQUISITION STRATEGY
SLOW POISON STRATEGY
SLOW POISON STRATEGY
HNI CUSTOMERS ALREADY WITH OTHER BROKING FIRMS FIX APPOINTMENT FOR PERSONAL INTERACTION INJECT OUR PRODUCT IN THE MIND OF THE CUSTOMER CONVINCE HIM TO TRY OUR PRODUCT GRADUALLY KILL THE ASSOCIATION WHICH HE HAS WITH THE FIRM
HOW CA N WE DO THAT ?
BEST SERVICE
HNI INVESTORS READY TO TAKE RISK
REFERENCES FROM EXISTING HNIS TRAKING THE DATA OF OWNERS OWNING ABOVE C CLASS CARS TRAKING CUSTOMERS WHO ARE RECIDING IN POSH AREAS ( BANJARAHILLS , JUBLEE HILLS.) TOP KNOTCH PEOPLE WORKING FOR VARIOUS COMPANIES.( CEOS,MDS,)
BIBLE TO DRIVE SALES TEAM
MOTIVATION LISTENING DSR MIS BRIEFING SESSIONS PERFORMANCE REVIEWAL EMPLOYEE RETENTION
COMPETETORS COMPARISION
MONTHLY CLIENT ACQUISITION NUMBERS
PLAYERS IN THE STOCK BROKING MARKET
ICICI DIRECT -> 1700 INDIA BULLS -> 600 SHARE KHAN -> 1070 5 PAISA -> 300 IDBI CAPITAL MARKETS LTD-> 302 RELIANCE MONEY RELIGARE KOTAK
FEW COMPETETORS ORGANISATIONAL HIERARCHY
ORGANISATIONAL HIERARCHY OF SHARE KHAN
Regional Sales Manager
TEAM MANAGER TEAM MANAGER
Asst.Mgr Asst.Mgr Asst.Mgr
TEAM MANAGER
Asst.Mgr
Asst.Mgr
F.SALES EXE(5)
VAR SALES EXE(5)
SALARY & INCENTIVE STRUCTURE SHARE KHAN
S.NO EMPLOYEE DISG. SALARY INCENTIVES SPL.INCENTIVES CONV MOBILE TARGET >15,For Each Appl. >3000,prepaidbrokerage cheque Open. Trade. Speed Classic
1 2 3 4 5
REG.SALES MANAGER TEAM LEADER ASST.MANAGERS FIXED.SALES EXE 15K TO 19K 10K TO 14K 6K TO 8K 3000 1500 1200 NIL 2000 1500 800 NIL 250 50 12 NIL 35 NIL 150 NIL 300 NIL 150 NIL
VARIABLE.SALES EXE 750/- Per Account
ORGANISATIONAL HIERARCHY OF 5 PAISA
Branch Manager
Relationship Mgr
Relationship Mgr
Relationship Mgr
Relationship Mgr
Relationship Mgr
Sales Executive
Sales Executive
SALARY & INCENTIVE STRUCTURE 5 PAISA
S.NO EMPLOYEE DISG. SALARY CONV MOBILE TARGET
1 2 3
BRANCH MANAGER
35K
RELATIONSHIP MANAGERS 15K SALES EXECUTIVE 8K
ORGANISATIONAL HIERARCHY OF INDIA BULLS
Executive Director/ National Sales Head (Gagan Danga)
Vice President (AP) (Yuraj Singh Chowdary)
Regional Manager (Akshay Bhalla)
Regional Manager (Dashmeet Singh Bhatia)
Branch Manager(SHIFALI)
Branch Manager(Sheethal)
Branch Manager(Vinay)
Branch Manager(Laxman Rao)
Sales Manager
Sales Manager
Sales Manager
Sales Manager
Relationship Mgr
Relationship Mgr
Relationship Mgr
Relationship Mgr
Relationship Mgr
SALARY & INCENTIVE STRUCTURE INDIA BULLS
S.NO EMPLOYEE DISG. SALARY CONV MOBILE TARGET SPL.INCENTIVES INCENTIVES On Brokerage >10 >15 >20
1 2 3 4
REGIONAL MANAGER BRANCH MANAGER SALES MANAGERS
50K 35K 25K 15 a/c & 4 times bkr.of salary 10% 1500 2000 2500
RELATIONSHIP MANAGER 12K TO 18K
ORGANISATIONAL HIERARCHY OF ICICI DIRECT
Regional Product Manager
Segment Manager
Segment Manager
Segment Manager
Customer Aquistion Team
Salary.Exec
Variable.Exec
SALARY & INCENTIVE STRUCTURE ICICI DIRECT
S.NO EMPLOYEE DISG. SALARY INCENTIVES IF TAGET REACHED TARGET
INCENTIVES >Target ,For Each Appl. Open. Trade.
1 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3
REGIONAL PRODUCT MANAGER SEGMENT MANAGER ( LEVEL 1 ) SEGMENT MANAGER ( LEVEL 2 ) SEGMENT MANAGER ( LEVEL 3 ) SEGMENT MANAGER ( LEVEL 4 ) SEGMENT MANAGER ( LEVEL 5 ) SEGMENT MANAGER ( LEVEL 6 ) SEGMENT MANAGER ( LEVEL 7 ) CUSTOMER ACQUISITION TEAM (LEVEL 0 ) CUSTOMER ACQUISITION TEAM (LEVEL1) CUSTOMER ACQUISITION TEAM (LEVEL2) CUSTOMER ACQUISITION TEAM (LEVEL3) CUSTOMER ACQUISITION TEAM (LEVEL4) CUSTOMER ACQUISITION TEAM (LEVEL5) CUSTOMER ACQUISITION TEAM (LEVEL6) CUSTOMER ACQUISITION TEAM (LEVEL7) CUSTOMER ACQUISITION TEAM (LEVEL8) CUSTOMER ACQUISITION TEAM (LEVEL9) CUSTOMER ACQUISITION TEAM (LEVEL 10) CUSTOMER ACQUISITION TEAM (LEVEL 11) FIXED SALARIED AGENTS VARIABLE SALARIED AGENTS
20000 5000 6500 8000 9500 11000 12500 14000 3750 5000 5500 5500 6500 6800 7100 8000 9000 10000 11000 12000 4250 750/- Per Account NIL 3000 1400 1700 2700 3900 4000 4500 5500 7000 8000 NIL NIL 3000 3500 4500 5500 6500 7500 8500 250 201 to 250 251 to 300 301 to 350 351 to 400 401 to 450 451 to 500 11 to 30 31 to 40 41 to 50 51 to 60 61 to 70 71 to 80 81 to 90 91 to 100 101 to 125 126 to 150 151 to 175 >175 4, 1st Month,7,9,11,12, > 12 resp every month NIL 35 NIL 35 NIL 150 NIL 150 NIL 150 NIL 400 NIL 35 NIL 150 NIL NIL NIL 35 150 35 NIL 150 NIL
ORGANISATIONAL HIERARCHY OF IDBI CAPITAL MARKETS LTD
Regional Sales Manager(Irshad)
Region 1
Region 2 (AP)
Region 3
Region 4
ASM (ALT Channel)
ASM (DST) Satish
AGENTS(COMMISSION BASIS)
Team Manager
Team Leader
Team Leader
RO / SRO (11)
RO / SRO (11)
SALARY & INCENTIVE STRUCTURE IDBI CAPITAL MARKETS LTD.
INCENTIVES SPL.INCENTIVES SALARY CONV MOBILE TARGET Above For Each A/C. TGT Open. Trade. >13 & <18 >18 & <25 >25 60K 40K 20K 11K 8K 7K 250 150 12 12 >40 >5 >5 75 200 200 NIL 200 200 750 750 1500 1500 3000 3000
S.NO EMPLOYEE DISG.
1 2 3 4 5 6
REGIONAL SALES MANAGER AREA SALES MANAGER (DST / ALT.CNL) TEAM MANAGERS TEAM LEADER Sr. RELATIONSHIP OFFICER RELATIONSHIP OFFICER
THANK YOU
