Exhibit 6- Sales and business development Flashcards
1
Q
Who leads the Sales and Business Development team?
A
Louis Bailey
2
Q
Who joined the team in 2018?
A
Hugh Logan
3
Q
What clients did Hugh Logan bring with him?
A
PiP and VST
4
Q
Who is the newest member of the team?
A
Charlie Bailey
5
Q
What is the relationship between Charlie and Louis?
A
Father and son
6
Q
What price point do DGS sell products at?
A
Premium
7
Q
What concerns does Hugh have over the operations of the team? (2)
A
- Charlie has been given Taylors
- KPIs don’t drive performance
8
Q
Who is excluded from the bonus calculation?
A
Charlie
9
Q
How are new clients vetted?
A
- Credit check
- Due diligence
- Consistency with values
10
Q
What are the 3 KPIs the team is measured on?
A
- Total revenue for territory
- Average revenue per client
- Net increase in number of clients
11
Q
What concerns does Hugh have over the KPIs specifically?
A
- Average revenue is unfair as all clients are different sizes
- Total revenue for territory is unfair as different locations have different sized cities
