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What Others Are Doing: Scorecard System

Assignment
A large CPG firm wanted to move towards a pay-for-performance compensation system using team scorecards to determine bonus payments. DHC was asked to work with their internal team to develop and implement the new scorecard system. The outcome was an incentive system that balanced individual accountability and teamwork, and rewarded Sales people for achieving targets in key business areas. Following the establishment of the program structure, we developed an automated system to produce quarterly team scorecards. The program has achieved the dual goals of rewarding superior performance and focusing the Sales team’s attention on the key business pressure points.

 

 

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.


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?

Maximizing Opportunities
at Self Checkout

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

Read the report