Sample: Dealer Metrics
Dealer Metrics Analysis
We assist you to implement dealer metrics such as follows:
- What percentage of dealers’ sales reps are making quota?
- How often do forecasts match actual sales results?
- What portion of dealers has a sales methodology and does it work?
- How much time do sales people actually spend selling?
- What are the biggest obstacles to success?
Our role can be following:
- Partner with the Japan Business Unit Managers to ensure that the distribution plans are aligned with your business plans.
- Develop and implement distribution plans that fairly compensate dealers for their efforts, while maximizing company price and profitability.
- Establish a formal process for evaluating dealer performance. This process should include identifying key metrics to be used in the selection process for new dealers; dismissals of underperforming dealers; performance review procedures; and incentive/reward criteria as appropriate.
- Managing the rebate process if/when applicable.
- Manage dealers to ensure that company gets accurate sales tracing data in a timely manner.
- Ensure that dealers are trained and adhere to Company FCPA guidelines.
- Coordinate with the Business Unit Managers, the logistics company, and dealers to ensure the supply chain cycle operates smoothly.
- Coordinate product training for dealers when appropriate.
In Dealer Sales Effectiveness Survey we measure:
- General Sales Force Demographics (i.e percentage of sales force achieving quota, percent of company revenue by sales type etc.);
- Detailed Sales Performance Assessment (i.e. ability to accurately target prospects, ability to generate leads etc.);
- Rate of Change in the Marketplace (i.e. rate of change in competitive activity, rate of change in breadth of product line offerings etc.);
- Sales Methodology Introduction (i.e. annual investment in training per sales representative, amount of sales skills training conducted etc.)
- Sell Cycle Analysis
- Assessment of Reacting to Change Introductions
- Customer Relationship Management
- etc.
Request for service presentation meeting