Optimizing Salesforce Pay Through Deep Data Analysis
Bruce Merrifield, President
Merrifield Consulting
Wednesday, May 30, 2018
•profit analytics •profit strategy •QPM •Quantum Profit Management (QPM) •sales management styles in distribution
Companies in North America are frequently giving away 50 to 60% of their profits to their sales force. Based on these numbers, the company itself is apparently a junior partner to the sales representative. It is a shocking idea, but the numbers bear it out. Consider your net-before-compensation (NBC). After you've paid for and prepared your product and run it through your operation and infrastructure, the money you have is your NBC. This is the bottom line of the company, including all pay, commissions, and bonuses. Your sales force is a tremendous expense but the rate of pay for your sales force has not kept up with the available technology or the general evolution of the workplace. Many companies are using old models when determining pay.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Webinar: Profit-Based Sales Incentives (part 1)
Randy MacLean, President
WayPoint Analytics
Wednesday, May 23, 2018
•competitive strategy •sales practices •sales compensation design •management strategies •new opportunities for distribution industry •sales management •sales management styles in distribution
This video is the first in our four-part series on Sales Compensation Design. The series is designed to give you insights into how to put together a profit-based compensation plan for your company. These plans are extremely effective when it comes to getting the sales force productive in generating profits rather than just chasing sales and, as a direct result, can tremendously improve your company's profit performance.
This first session covers Fundamentals and Planning. You'll learn about:
•The Five Principles of a Good Sale
•How to Establish a Time-Line
•The Value of Customer Segmentation
•The Importance of the Whale Curve
•Sales P&Ls and Commission Planning
Downloads: QSC_pt1.pdf QSC_pt1.ppt
For more information about Randy MacLean, visit: www.waypointanalytics.net
Using Profit Analytics to Manage Your Sales Force
Randy MacLean, President
WayPoint Analytics
Wednesday, May 16, 2018
•profit analytics •profit training •profit-based comp •profit strategy •sales compensation design •Wholesale Distribution Industry •customer profitability ranking report •sales management styles in distribution •distribution industry intelligent pricing
See how managers use profit analytics to help their reps drive radical profit gains by carefully balancing volume, margin and service costs for every customer account. By using this highly-effective balanced approach, managers have been doubling and tripling territory profits.
Randy MacLean, President of WayPoint Analytics, shows the reports that a sales manager would use to work with sales rep when managing and improving their territory.
For more information about Randy MacLean, visit: www.waypointanalytics.net
Sales Force Specialization
Bruce Merrifield, President
Merrifield Consulting
Wednesday, May 09, 2018
•competitive strategy •sales practices •management strategies •how to compete with AmazonSupply •new opportunities for distribution industry •sales management •sales management styles in distribution •distribution industry sales management •sales training
Do you expect your salesmen to act as "one man bands"? In this video interview, Randy MacLean sits down with Bruce Merrifield to discuss how the most successful companies are adopting specialized sales functions.
Learn how this tactic can can free up your best salespeople to do what they do best and, in the process, achieve results beyond your wildest dreams.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
How Distributors Should Rethink Their 2017 Sales Growth Plans
Bruce Merrifield, President
Merrifield Consulting
Wednesday, May 02, 2018
•QPM •Quantum Profit Management (QPM) •business math for distribution •cost-to-serve math •LIPA •line-item profit analytics in distribution
Are Your 2017 Sales Growth Plans Guided by Dated Assumptions? There are some long standing assumptions that many businesses rely on year after year when creating plans for sales growth. One of the oldest is that all expenses are fixed. Another is that incremental new sales and gross margin dollars flow through to profits and earn more rebates at year end. This video will show you how to Update Your Sales Growth Assumptions.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Managing Product Line Profitability
Randy MacLean, President
WayPoint Analytics
Wednesday, April 25, 2018
•profit reports •product Line •profit strategy •QPM •pricing strategies •Quantum Profit Management (QPM)
The following reports are discussed in this 30 minute video about how the operations end of the business can have a significant impact on net profitability and takes a look at profits from a product line stance: Peak Internal Profit Report, Accumulated SKU Profit (whale) Report, Accumulated Profit (SKU) Report, SKU Ranking by Popularity Report, and Vendor by Profit Delta Report.
For more information about Randy MacLean, visit: www.waypointanalytics.net