Scenario 1 Title: Reversing Declining Sales and Driving Growth

Situation:
Hypothetically, in the last two quarters, mNotify’s monthly revenue has dropped by 18%. Analysis shows:

• Many long-term clients are inactive or have significantly reduced usage.

• Competitors are offering bundled services at lower prices.

• mNotify has low visibility on digital platforms.

• The sales team's activities are not well-structured — there are no weekly targets, inconsistent follow-ups, and little to no CRM usage.

• Marketing team activities are mostly reactive, with no clear campaigns or monthly content plans.

You have just been hired as the Sales & Marketing Manager.

Candidate Task

Please outline your 90-day action plan addressing the areas below:

1. Comprehensive Sales Strategy on how will you increase revenue within the first 90 days and how will you structure the sales team to improve performance. Share what KPIs will you set for the team for ?

2. Marketing Strategy on how will you improve mNotify’s digital presence, detailed campaigns you would run to position mNotify against competitors.

3. Customer Engagement Plan on how will you strengthen relationships with current clients, and what customer retention strategies will you introduce?

Deliverable Required From Candidate

Candidates must present:

• A written 90-day plan

• A brief explanation (during the interview) of how they will execute each part

• Clear and SMART KPIs and expected results from your 90-day plan

• Include a budget for activities and additional resources that would be needed to make your plan work

Scenario 2: Turning Around a Low-Performing Sales Team

Background

mNotify has a sales team of 4 people. In the last quarter, the team achieved only 42% of its revenue target. A quick internal assessment reveals:

• Sales staff do not follow pipeline stages.

• Many leads go cold due to poor follow-up.

• Team motivation is low because commissions are unclear.

• Marketing and sales do not collaborate well, leading to mismatched campaigns.

• Team lacks data-driven insights — no proper reporting.

You have just joined as the Sales & Marketing Manager and must fix the team within 3 months.

Candidate Task

Explain how you will transform this low-performing sales team into a high-performing one.

Your 90-day recovery plan should address:

1. Diagnosis of the causes of poor performance

2. Structure, Processes and Applications (if any) to create a turnaround of the situation to create accountability and a high-performance culture.

3. What SMART KPIs would you put in place and include a budget for activities and additional resources that would be needed to make your plan work for the next 90 days?

Deliverable Required From Candidate

Candidates must present:

• A clear Sales Performance Improvement Plan (processes + metrics + team actions).

• A brief explanation (during the interview) of how they will execute each part

• Clear KPIs and expected results from your 90-day plan

• Include a budget for activities and additional resources that would be needed to make your plan work