More is better

I'd like to believe that by now you can quickly figure

out what to do with this one.

As before, this chart works well on a single page as a

handout.

But for an onscreen presentation—no matter the pressure

to minimize the number of slides—breaking it into multiple
slides concentrates comments on each of the levers one at a
time, and avoids the problem of the audience reading
ahead.

72
TYPICAL MANAGEMENT ACTIONS TO DRIVE SALES PERFORMANCE
SOMETIMES MISS THE MARK

Lever
"Common remedies" Reality

• Focus on largest customers • Large customers not always most

Segmentation profitable

• Allocate more reps against key • 20-30% productivity improvement

Coverage model customers possible from current reps

• Increase quota • Can drive short-term growth at

Skills and • Implementation training program cost of customer satisfaction
incentives • Without coaching, majority of
benefit lost within one month

• Improve efficiency with contact- • Limited impact without behavioral

Sales process management software change
• Get the deal at any price • Actual margin often negative for
>50% of customers

Performance • Ask managers to "over-inspect" the • Most managers overburdened with

management sales force metrics/meetings

TYPICAL MANAGEMENT ACTIONS

TO DRIVE SALES PERFORMANCE
Lever

Segmentation Common remedy

Focus on largest customers

Reality
Coverage model Large customers not always most profitab

Skills and
incentives

Sales process

Performance
management

Gene’s solution 73
 TYPICAL MANAGEMENT ACTIONS
TO DRIVE SALES PERFORMANCE
Lever

Segmentation
Common remedy
Allocate more reps against
key customers
Coverage model
Reality
20-30% productivity improvement
Skills and
possiblefrom current reps
incentives

Sales process

Performance
management

TYPICAL MANAGEMENT ACTIONS

TO DRIVE SALES PERFORMANCE
Lever

Segmentation

Common remedy
Coverage model
• Increase quota
• Implement training program
Skills and Realities
incentives
• Can drive short-term growth at cost
of customer satisfaction
• Without coaching, majority of benef
Sales process
lost within one month

Performance
management

74
RELATIONSHIP OF SUPERMARKET SALES TO EARNINGS

Earnings, %
100
Grocery
90
Meat

80
Produce
70

60

50

40
Dairy
30

20

10

0 10 20 30 40 50 60 70 80 90 100
Sales, %

Your solution 75