Case Study: Teaming Sales and Strategy with Scorecarding

Details: Hits: 7557

A major U.S. consumer products company wanted to reward customer sales teams based on their performance against the company’s key strategic goals in addition to their sales results.

Dechert-Hampe and the client determined that the best way to achieve the desired strategic focus was to implement a sales scorecard. We assisted in establishing measurable goals that were consistent with strategic initiatives and, once scorecard parameters were designed, developed a customized scorecard tool, including a database of targets and actual results.

“You get the behavior you reward.” The sales force is now focused on more than just moving goods. They are pursuing strategic initiatives that will build long-term customer and consumer satisfaction.

© COPYRIGHT 2017 Dechert-Hampe Co.

IMPULSE SALES:

Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Download Presentation

Conference Presentation

NEW RESEARCH REPORTS:

Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.

HOT TOPIC:

Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Read the report

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report

HOW CAN WE HELP?

Do you need to:

Restructure Your Sales Force?

Develop a Go-To-Market Strategy/Plan?

Conduct Shopper Research & Develop Insights?

Find a Resource in Your Industry or Category?