What are the Sales Metrics in Channel of Distribution mode of buisness? If you cannot measure it you cannot improve it!

1. If you cannot
measure it, you
cannot improve
it!
Sales MIS
Channel of Distribution

2. If you cannot
measure it, you
cannot improve it!

3. Goal
Setting
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Think Big. Think Fresh. Think New

4. Demand
Forecasting

5. www.consult4sales.com
How many new counters added?
Has the average sale per counter been maintained?
Did you consolidate historical sale per beat and per counter?
Questions to be asked?

6. What is the reason for choice of new beats?
How much growth will the new beats give?
How much incremental expense will the new beats attract?
What is the P&L of the new beat in next two quarters?
Questions to be asked?
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7. Market
Performance
MIS
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Input - Output Analysis from every market

8. www.consult4sales.com
Questions to Ask?
What SKU is not selling in which beat?
Which SKU has shown growth (degrowth) within a beat?

9. www.consult4sales.com
Questions to Ask:
Where exactly we need to improve to increase sale in a given beat?
What strategy are we going to follow to increase the given sale?

10. www.consult4sales.com
Questions to Ask:
What is the state of ATC develoment on a given beat?
What efforts are required to improve ATC on a given beat?

11. www.consult4sales.com
Questions to Ask:
What are the beats where Tertiary sales is showing degrowth? By what
percentage?
What is to be done to arrest this degrowth, if any?
How de we reward the growth?

12. www.consult4sales.com
Questions to Ask:
How many counters are showing ABS=1?
What can we do to remove this stickiness is the respective counters?
What are the SKU's where retailers are showing stickiness?

13. Market
Visibility
MIS
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जो दखता है वह बकता है!

14. www.consult4sales.com
Questions to Ask:
Do we have a planogram for VM in place?
Why is the VM not up to the mark in a given beat?
Which counters the VM is not good and why?
Which beats are showing great VM for the competition?

15. Salespersons
Performance
MIS
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More Calls = More Sales

16. www.consult4sales.com
Questions to Ask:
What is the average primary sale per Distributor?
What is the average secondary sale per week per distributor?
What is the average tertiary sales (guesstimate) in the market through the
distributor?
THIS REPORT CAN BE FOR
A PARTICULAR
AREA/REGION.

17. www.consult4sales.com
Questions to Ask:
What are the counters where our share is less than X%?
What is the untapped market potential in a given beat?

18. www.consult4sales.com
Questions to Ask:
What are the beats on which competiton is ahead of us and why?

19. www.consult4sales.com
Questions to Ask:
What is the rotation time per distributor?
What is the sales throughput index?

20. Goal Setting
Demand
Forecasting
Market
Performance
Salesperson's
Performance
IN A NUTSHELL