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ZIM MAGAZINE
The new Sales Targets process was successfully deployed
during the second quarter of 2014. For the first time, this
process enables the company’s commercial bodies to fully
focus on sales targets at the level of a specific customer,
salesperson, agency, Area, BU, or port.
Now our sales staff can view and keep track of customers
who ship cargo with us, as agreed with them through sales
conversations, and act to increase their shipping activities
while also attracting new customers, in accordance with
the set targets.
At the regional level, it is now possible to see and determine
which cargo departed the region according to predefined
targets, as well as their controlling locations. In this way, we
can better manage ship utilization and allocation according
to agency capabilities in various regions.
The BU also benefits from the new process – the sales target
Sales Targets Process Successful ly
Deployed!
Oren Maor, Global Sales Development Manager
system enables better understanding of port performance by
displaying performance compared to goals at a port level,
as well as the control location for the port’s cargo.
This process was led by the Global Sales Department and
created with complete cooperation between the BUs, Areas,
and agencies, in order to create uniformity by developing
a commercial process that is suitable for everyone. As part
of this process, which is carried out each quarter, the BU
presents the Area with sales targets, and together they agree
on locations from which cargo can be brought. During the
next stage, the Area works with its agencies to decide on
the volume of cargo they can ship, and updates the BU to
ensure that everyone is in agreement (see the accompanying
diagram).
The system lets users access detailed reports from the BU
level to the customer level that show actual performance
compared to targets, providing a qualitative overview of
the company’s commercial performance. This process
unquestionably represents a step up in the way we view
ZIM’s performance, and helps us to learn and to improve our
activities while also presenting important data for decision-
making processes.
