VxP
Smarter Analytics For More Profitable Results
This post shows the potential downsides of some incentivized placement methods and how the VxP system can be a powerful tool for companies looking to drive sales and growth in a long-term sustainable and profitable way.
By focusing sales reps on key metrics and incentivizing them to make strategic decisions, the VxP system helps companies achieve results that are truly transformative.
Baseball managers & scouts and distributor leaders & sales reps have a lot in common. They both look at thousands of unique products and decide what will get them the best results.
Moneyball thinking can help beer distributors just as much as it helped baseball—focusing leaders and teams on the stats that really matter to drive results.
Learn strategies that companies can use to prevent their sales reps from simply “going through the motions” and focusing only on achieving the minimum performance requirements to earn their commission.
Many other industries and companies pay their sales reps based on the profits the company generates. This is a revolutionary way of doing business, as it incentivizes the sales reps to not only focus on making sales but also to ensure that the company is generating as much profit as possible.
Brad White recently talked with Kary Shumway from Beer Business Finance on Distributor Sales Compensation Strategies. Highlights of the discussion include Click here to listen to the podcast on the Beer Business Finance website.
When sales reps are focused on meeting targets, they may be more likely to place products in stores without considering their rate of sale vs the expiration dates or whether the product is a good fit for the store and its customers. This can result in products expiring or being returned, causing lost profits and additional costs for handling and transporting returned products.
With the number of products available, teling your salespeople what to focus on is getting harder and harder. How do you as a leader guide your team to sell the best products for the business? In the beverage business, we have had a doubling of SKUs that has resulted in the halving of our turn […]
“Changing sales systems? It’s going to be too disruptive to my business” I want you to think about incentivizing your company in a way that aligns with how your operation makes money. You feel like your sales reps are comfortable, happy, and you don’t want to upset the apple cart in this tight labor market. […]
People respond to incentives. How an account or a part of your business performs is truly correlated to how you are incentivizing your team and your salespeople. You can drive sales rep behavior change and engage them to think differently when they are incentivized to help the business make more money.
