SALES TERRITORY ACTION PLAN VERSION 1

Area Sales Manager.: Paul Gakinya S Siyat Osman

TDR Laban Ogot
Market Share / Volume
Performance Year-to-
TACTIC Metric for Activity Metric for Results Resources Required
Date

Describe the Resources and USE GREEN, YELLOW or RED

Describe here the Key Tactics you are Describe the level of activity you want to Describe the expected results per month
Support required to execute depending of how satisfied
LEVER / GOAL using to serve the Lever/Goal mentioned see per month or per quarter - This can and/or per quarter - This can include
the Tactic and the Tasks you are on progress
on the left include Deadlines deadlines
required by this Tactic (Results) versus plan

i) A minimum of 100 calls per week

Market Share
i) Trade - airtime
ii) Customer base
iii) Product - mobile
money
ii) A minimum of 100 calls per week i) N/A
i) Drive PICOS availability standard as per
i.i) Maintain OOS below 1% ii) N/A
scorecard in all airtime selling outlets
i.ii) Drive 80% airtime share-from 75% ii.i) Achieve 90 gross adds per van
i.ii) Drive PICOS availability standard as
activation ii.iTshirts,caps,key rings.
per scorecard in all airtime selling outlets
ii) Achieve 85% customer base by 31st ii.ii) Achieve 60 gross adds per tent ii.ii) Tshirts,caps,key rings.
March 2018 from 70% activations ii.iii) Key rings and
ii.i) 45van activations
ii.i) 100% Sim cards availability in all ii.iii) Achieve 90 gross adss per area pens.Pos=Abs,danglers,tariffs,a
ii.ii) 20 tent activations
mpesa outlets market storm gent stickers,kyc
ii.iii) 1 area market storm
ii.i.i) A minimum of 10 SIM cards and 10 ii.i.i) N/A
ii.i.i) Placement of 4500 SIM and SIMEX
iii) Maintain 55% of Mpesa outlets per SIMEX per mpesa outlet
mini Zone iii) Asm support on till
iii) 8 new mpesa outlets per month
iii) 5 total number of mpesa outlets within approvals.
the month.

i) Maintain availability at 70%

i) Drive PICOS availability standard as per i) Provision of required Pos as
Distribution
scorecard in all airtime selling outlets per PICOS.
ii) Drive RED visibility score from 50% - i) A minimum of 100 calls per week
i) Availability 80%
ii) Drive PICOS visibility standard as per ii) Champions for POS
ii) Get to 80% visibility in all outlets
scorecard in all outlets placement and provision of
ii) Visibility iii) Grow our Service penetration from
materials.
52% to 58% iii) Attain 58% service penetration.
ii) 15 retailer recruitement
iii) Penetration
iii) Give aways like aprons.
- 100% RED adoption

i) Approval for champions to

i) 3 agent to agent recruitement
help in mystery shopping.
i) Float management drives i.i) 5 new outlets
M-PESA i) Grow revenue by 40%
i.i) Recruitement of quality mpesa
ii) Quick support form sub reg
outlets ii.i) 1 sub agent forums
i) Revenue ii) 100% KYC compliance team.Weekly provision of BI
ii.ii) 13 nyumba kumi initiatives per month.
report for inactive sub reg.
ii) Attain 100% compliance on KYC ii.iii) 2 mystery shopper activites per
ii) KYC ii.i.i) achieve xxx active sub reg devices
ii.i) Attain 100% adoption on sub reg month.
ii.i.i) Give aways for the
ii.i.i) Door to door activation of inactives
forums=Tshirts,pens,key rings.
 i) Give aways,tshirts,key
rings,pens.
i) 15 dealer in-store activations i) 300 devices
i) Achieve 70% smartphone penetration i.i) Give aways,tshirts,key
Terminals i.i) 18 bonga redemption drive i.i) 360 devices
from 60% rings,pens.
i.ii) 4 dealer device availibility drive i.ii) 300 devices
i.ii) Give aways,tshirts,key
rings,pens.