Sales Force Motivating

  • 2,677 views
Uploaded on

Want to motivate your sales force to implement in the field the contract you've just signed? Just put your figures in this template - download it at …

Want to motivate your sales force to implement in the field the contract you've just signed? Just put your figures in this template - download it at http://kamblog.com/2007/motivate-your-sales-force-to-implement-the-contract/

More in: Business , Education
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
2,677
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
596
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Want to motivate your sales force to implement the contract you just signed? Just use this...
  • 2. How can we become the MARKET LEADER in 2008 ?
  • 3. Main competitor We = 27% 27% ... because now it’s
  • 4. For sure we can become ... with such a team!!!
  • 5. ... and the answer’s Wal-Mart ...and with the hugest potential for us ...that’s 1/3 of the market
  • 6. 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
  • 7. WHAT to achieve in each store at each visit * It’s a field report blank   yes Theatralization   yes Planogram   25 # of SKU   3 2 % Share of shelf actual target  
  • 8. 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?
  • 9. THE REWARD Keep your last year bonuses + Get additional opportunity
  • 10.
    • You get the same bonus as in the last year for:
    • - SOS (1/3 of the bonus)
    • - # of SKU (1/3)
    • - Planogram & Theatralization (1/3)
    • You can get 33% increase quarterly if you’re in top 1/4 performers for that 3 KPIs
    THE REWARD
  • 11. We’ll do it... for sure ;-)
  • 12. www.kamblog.com www.kamblog.ru in english : in russian : FMCG Key Account Management