You are an ASM in an FMCG company that plays across categories like home care, personal wash, and food. Here is a situation that you are facing in a territory of yours.

It is October 2019. The Sales target for September 2019 has been met but a top priority target for Soups (that need to be stocked in outlets by September for the upcoming winter) hasn't been met. Soups products were relaunched in this season (the year before was a washout and thus, this year was critical for the revamp) and had a granulated technology which makes them very unique as compared to anything in the market and thus soups was a focused product in September. Sept is a crucial month as all companies run volume-led schemes so that the retailers are stocked up so that eventually the consumer ends up buying your product.

You need to find the reason for your drop and thus narrow down on the region and distributor where this has happened. You realize that the majority of the drop in this territory has come because of one of your salesmen Vinesh.

Here are some past data that you have pulled out to check what went wrong:

Vinesh's Bill Productivity Average (YTD): 82%

Vinesh's Bill Productivity September: 86%

Vinesh's September 2019 Value Target: 90 lakhs

Vinesh's September 2019 Value Achieved: 92 lakhs

Soups September 2019 Expected Value from Vinesh's outlets: 10 lakhs

Soups September 2019 Achieved Value from Vinesh's outlets: 2 lakh

SKU/Call August Target: 54 lines/outlet

SKU/Call August Achieved: 55 lines/outlet

SKU/Call September Target: 60 lines/outlet

SKU/Call September Achieved: 60 lines/outlet

Just based on this information, please tell us what your initial thoughts are. Give us reasons for each of the 3 factors: Motivation, Competence (Soup), or Proposition (Soup). Conclude by telling us what factor/s would you probe further on the basis of the information available here?