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Sales Force Motivating

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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/

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Sales Force Motivating

  1. 1. Want to motivate your sales force to implement the contract you just signed? Just use this...
  2. 2. How can we become the MARKET LEADER in 2008 ?
  3. 3. Main competitor We = 27% 27% ... because now it’s
  4. 4. For sure we can become ... with such a team!!!
  5. 5. ... and the answer’s Wal-Mart ...and with the hugest potential for us ...that’s 1/3 of the market
  6. 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. 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. 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. 9. THE REWARD Keep your last year bonuses + Get additional opportunity
  10. 10. <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
  11. 11. We’ll do it... for sure ;-)
  12. 12. www.kamblog.com www.kamblog.ru in english : in russian : FMCG Key Account Management

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