Changing Economy: Good or Bad ?
Bruce Merrifield, President
Merrifield Consulting
Wednesday, March 20, 2019
•competitive strategy •WayPoint Analytics •pricing strategies •industry perspective •business model •change management •innovation •profit tips •Randy MacLean •Bruce Merrifield •leading change •Merrifield Consulting •strategic planning •Customization
As the economy is constantly changing, the way people do business is evolving along with it. In the wake of the great recession, many of the companies who've survived are still geared for tough times, and all companies need to figure out how to adjust their practices to get ahead in the now-recovering economy. In this video, Bruce Merrifield and Randy Maclean discuss how to make the most of your unique situation.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Profit-Value Segmentation
Randy MacLean, President
WayPoint Analytics
Thursday, July 26, 2018
•segmentation •customer segmentation •business analytics •Randy MacLean •effective market segmentation •customer segmentation technology •benefits of customer segmentation •customer segmentation framework •segmentation methodology •customer segmentation process •client segmentation model •customer segmentation best practices •client segmentation matrix •account strategy •WayPoint Demo •WP demo •profit-value segmentation
Customer and market segmentation is a critical tool for increasing company efficiency and profitability. With good segmentation, a company can narrow its sales focus to accounts that are a perfect fit, and then offer much better pricing and much more focused service to those accounts.
However, without sophisticated analytical tools like WayPoint, effective customer segmentation is beyond the reach of companies. This video discusses the benefits and the internal methodologies for a segmentation model that produces rapid growth and high profits.
For more information about Randy MacLean, visit: www.waypointanalytics.net
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