Organizing Sales for Global Software

A Case study analysis on INFOSYS

Submitted by:

Submitted to:

Prof .Timra Shukla.

Atul O Pathak(261)Bhawana Yadav(263)`Pawandeep Singh(275)Saurabh Agarwal(283)Samit Sinha(282)

The Major issue with Infosys right

now??

• Is to increase its overall sales keeping in view the constraint in the US market.

INFOSYS PRESENT REVENUE BREAKUP BY COUNTRY

US Market Recession & 9/11 attacks..

• US Companies will reduce or cut their costs in all the sectors due to US slowdown.

• Leaving a new problem …For INFOSYS…with 60% of revenues from only US Market..

How to Increase Sales growth??

US Constraints.

For increasing sales growth.

• Out of 500 fortune companies Infosys deals only with 185,leaving 315 to do potential business with..

• To be now less dependent on US market

• GE case.

• Cater to New Markets such as Europe Japan and Asia.

• Move into new product categories.

• Create and market software for western countries.

• Compete on Quality.

Formulation of strategic sales

management programme

What is motivation?

Motivation is the inner force that guides behavior and is concerned with the causation of specific actions.

Motivation is a three-dimensional construct consisting of the following:

Intensity or the magnitude of mental activity and physicaleffort expended towards a certain action;

Persistence or the extension of the mental activity and physical effort over time; and

Direction or the choice of specific actions in specificcircumstances.

Understanding motivation

Motivation should be understood at two levels:

What motivates salespeople How salespeople choose their action (the reasons behind the intensity (the direction or decision to engage in and persistence of mental and specific actions in specific physical effort expended) circumstances)

Motivating the Global Sales Force

Salespeople are motivated by different needs.

Need for status (e.g., need for recognition and promotion)

Need for control (e.g., need to be in control and influence others)

Need for respect (e.g., need to be seen as experts who can give advice)

Need for routine (e.g., need to follow a routine that must not be interrupted)

Need for accomplishment (e.g., need more money and challenges)

Need for stimulation (e.g., need to seek outside stimulation and challenges)

Need for honesty (e.g.,need to believe in the rightness of their practices)

(Smyth and Murphy, 1969)

Motivating the Global Sales Force

Motivational tools

Motivational tools should satisfy at least two criteria.

a) Should generate extra effort that will help the company to achieveits objectives , and

b) Must increase job satisfaction among salespeople.

Motivational tools include, but are not limited to:

Sales meetings;

Incentive programs (e.g., sales contests and competitions)

Recognition programs (e.g., praise, promotion, extra responsibilities)