Randy MacLean, President — WayPoint Analytics
•distribution management best practices •sales compensation design
Saturday, October 04, 2014—Remember "back in the day" when sales compensation was based on sales volume and gross margin? Did you know those days are gone?
Here is part one of an exclusive three-webinar mini-series highlighting the simple steps you can take today to reap the extraordinary benefits of having a Sales Compensation program in place that is based on Profit-Based Sales Incentives. Parts two and three will soon follow.
This mini-series will cover everything you'll need to plan, design and implement a profit based compensation plan for your company using WayPoint Analytics.
We look forward to having you watch the video and learning more about your company. More importantly, we look forward to watching your profits grow exponentially with a Profit-Based Sales Incentives Program in place.
For more information about Randy MacLean, visit: www.waypointanalytics.net
Steve Epner and Randy MacLean discuss topics from Steve's book. In this video: How to Innovate.
Webinar: Quantum Sales Compensation - How to Create a powerful new kind of sales incentive plan
Use profit analytics to help drive radical profit gains by balancing volume, margin and service costs for every account, doubling and tripling territory profits
Discussion about a 9-step process aimed at transforming a transactional relationship with an account into a partnership.
A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability.
How to identify and protect the accounts at the core of profits.
Continuance of the Enterprise Account Selling Model video series. Refers to a preceding video. Drawn from Bruce's presentation at APIC on March 1, 2016.
A continuation of the discussion between Bruce Merrifield and Randy MacLean over Bruce's Enterprise Account Selling Model (part 2).
Bruce Merrifield and Randy MacLean discuss Bruce's Enterprise Account Selling Model, as presented at APIC on March 1, 2016.
Using the negotiation process to achieve CTS savings, allowing you to offer your customers lower prices while leaving the table with a larger profit.
Bruce Merrifield discusses the Wheel of Learning and how this simple tool can catapult you forward with innovative thinking.
An in-depth look at some historical limitations to sales compensation, and why those factors no longer apply with the availability of LIPA.
A fixation on gross margin – without looking at cost-to-serve (CTS) – has blinded countless distributors and limited their ability to achieve profitability.
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers.
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.
A discussion on how little extras can sometimes add up to a lot of infrastructure cost in wholesale distribution companies.
Randy MacLean discusses key profitability metrics for QPM.
Randy and Bruce explain why it's important to optimize inventory in the same way you optimize personnel and other resources toward the best profit opportunities
In this video, Bruce Merrifield turns the tables on Waypoint President Randy MacLean, and asks Randy to strategize on how to beat the competition.
It's not necessary to compete with AmazonSupply on pricing when you've got your ordering and delivery systems, fill rates and customer service at a high level.
Randy MacLean introduces the core principles of QPM and illustrates how it's the most effective way to run a business.
Have you had trouble conveying the importance of CTS to your team? Learn how this course provides an affordable and convenient educational solution.
What is the value of the APIC conference for a business, and why does it stand out above other education programs?
Bruce Merrifield and Randy MacLean discuss profit strategies for wholesale distributors that will raise their cost-to-serve and profits.
Webinar: Quantum Sales Compensation Plan Part 2
Webinar: Quantum Sales Compensation: Designing Your Plan
Webinar: Quantum Sales Compensation for the Wholesale Distribution Industry: Launching Your Plan