The 2-Minute Manager
The 2MM is a free resource designed to quickly equip leaders of the beverage distribution industry. Share each issue with your leadership team to start conversations that will help your company stay ahead in the rapidly changing marketplace.
2MM: When Your Sales Incentive Attainment Rate is a “Red Flag”
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: GPS won’t cut your costs. Supervisors who use it will.
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: Don’t Be Fooled By Your KPIs
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.