2MM
View in Browser | Sign Up Your team just finished a big placement drive. The supplier is happy, the numbers look good, and everyone gets a pat on the back. But did those placements actually sell? When we study new placements, we often find that up to 40% of them hurt sales. That’s close to half the placements your team fought for. New placements should raise account profitability and keep your suppliers happy. So it’s frustrating to learn that some of that hard work may be costing you. If you…
2MM
View in Browser | Sign Up You’ve seen it happen. An incentive wraps up, and suddenly your sales managers, supervisors, and brand managers are buried in paperwork. They’re pulling data, building recap spreadsheets, and chasing down information payroll needs to cut checks. They’re not in the market. They’re not managing their teams. They’re doing data entry. We see this at small, mid-size, and large wholesalers alike. It’s one of the most common operational headaches in the industry, and it…
2MM
View in Browser | Sign Up You added chasers to help your drivers, but are they helping or hurting your delivery ROI? When chaser support is managed well, it is an excellent strategy to increase efficiency and driver retention. Drivers get through heavy stops faster, routes finish on time, and your team stays intact. The problem arises when wholesalers let chasers become the default instead of the exception. Chasers ride along on routes that don’t need them, and drivers get used to having help…
2MM
Note: For this 2MM, we use the term ‘incentives’ to include any pay-for-performance. If the entire sales team is consistently achieving its incentives, you likely have a problem. When we visit wholesalers, one of the metrics we look at is the Incentive Attainment Rate. More often than not, the Incentive Attainment Rates for the sales organizations we see are 90% or higher. This means that either the wholesaler has all super star sales reps, or the Incentive goals are…
2MM
In a world where it’s possible to track almost anything and everything, how do you get supervisors to better manage their people with the information available?
2MM
Business is getting more complicated each day. Implementing Key Performance Indicators (KPIs) is one way wholesalers can gain quick insight into the impacts of their decisions and the effectiveness of their overall strategy.
