How can we become the MARKET LEADER in 2008 ?
Main competitor We = 27% 27% ... because now it’s
For sure we can become ... with such a team!!!
... and the answer’s  Wal-Mart ...and with the hugest potential for us ...that’s 1/3 of the market
Share of Shelf: + 1/3 (24% -> 32%) # of SKUs: + 1/3 (18 -> 25) Planogram & Theatralization Only 3 things to do... ... but ...
WHAT to achieve in  each store  at  each visit   yes Theatralization   yes Planogram   25 # of SKU   3 2 % Share of shelf ...
HOW to achieve in  each store  at  each visit 1 2 ? Increase focus on the chain (# of visits per week: 2 -> 3; time per vi...
THE REWARD Keep  your last year bonuses + Get additional  opportunity
<ul><li>You get the same bonus as in the last year for: </li></ul><ul><li>- SOS (1/3 of the bonus) </li></ul><ul><li>- # o...
We’ll do it... for sure ;-)
www.kamblog.ru/category/english www.kamblog.ru in  english : in  russian : FMCG Key Account Management
Upcoming SlideShare
Loading in …5
×

Motivate Sales Force to implement your agreement

1,808 views

Published on

That's a presentation that was done a Key Account Manager to motivate field force of the company to implement the agreement he signed with a huge retail chain

Published in: Business, Education
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,808
On SlideShare
0
From Embeds
0
Number of Embeds
30
Actions
Shares
0
Downloads
222
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Motivate Sales Force to implement your agreement

  1. 1. How can we become the MARKET LEADER in 2008 ?
  2. 2. Main competitor We = 27% 27% ... because now it’s
  3. 3. For sure we can become ... with such a team!!!
  4. 4. ... and the answer’s Wal-Mart ...and with the hugest potential for us ...that’s 1/3 of the market
  5. 5. Share of Shelf: + 1/3 (24% -> 32%) # of SKUs: + 1/3 (18 -> 25) Planogram & Theatralization Only 3 things to do... ... but a HUGE CHALLENGE 1 2 3
  6. 6. WHAT to achieve in each store at each visit   yes Theatralization   yes Planogram   25 # of SKU   3 2 % Share of shelf actual target  
  7. 7. HOW to achieve in each store at each visit 1 2 ? Increase focus on the chain (# of visits per week: 2 -> 3; time per visit: 1h -> 2h) Increase focus on the 4 KPIs (these 4 KPIs will bring us 80% of our growth) Your Ideas?
  8. 8. THE REWARD Keep your last year bonuses + Get additional opportunity
  9. 9. <ul><li>You get the same bonus as in the last year for: </li></ul><ul><li>- SOS (1/3 of the bonus) </li></ul><ul><li>- # of SKU (1/3) </li></ul><ul><li>- Planogram & Theatralization (1/3) </li></ul><ul><li>You can get 33% increase quarterly if you’re in top 1/4 performers for that 3 KPIs </li></ul>THE REWARD
  10. 10. We’ll do it... for sure ;-)
  11. 11. www.kamblog.ru/category/english www.kamblog.ru in english : in russian : FMCG Key Account Management

×