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Project on Sales Territory

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					America’s Process Excellence 2003




The Biggest Opportunity…..Demand!
America’s Process Excellence 2003
America’s Process Excellence 2003
America’s Process Excellence 2003


   Let’s talk about what is different……

   Problem # 1: Our promotion is not getting the activity
                that we would like to see


  Methodology                  Can Apply?      What’s different
  Can I define the Customer?           Yes      1000’s vs.1
  Can I establish a metric?            Yes      Spec’s are a challenge
  Can I collect data?                  Maybe    A lot of times you might need a one off metric
  Can I validate the data?             Yes      But usually it is much more difficult
  Can I establish a baseline?          Yes      But it isn’t often a population sample not process
  Can I analyze variance?              Yes      Families of variation is our first line of defense
  Can I study the process?             Yes      A lot of Human & Market influence. Regressions are common
  Can I do a DOE on the process?       Yes      Setting levels more of a risk because you are affecting Customer
  Can I Improve/Control the process?   Yes      No Positions in these organizations that are responsible for QC




     Methodology is the same … but typically the process is not very accessible
America’s Process Excellence 2003
                  Blackbelt Project  Review
             Top 10 things to watch out for …
       1.    Change Management is Critical
       2.    MBB must be able to translate the thinking
       3.    Well Scoped projects are critical
       4.    Put Commercial examples into the training
       5.    Keep Class all Commercial
       6.    Pick the best of the best
       7.    Full Time resource is important
       8.    Don’t try to make statisticians out of Sales people
       9.    Budget for Market Research and IT work
       10.   Make sure they have strong excel skills




             Take a process focus to a non-process focused
                area and your can have big learning's
America’s Process Excellence 2003




     Process Excellence Strategy
             America’s
         Getting PE closer to the Customer
America’s Process Excellence 2003

                 PE Imperatives
     • Ultimately Process Excellence will be
       determined by the consumer therefore to
       make substantial improvement we must
       understand our Consumer’s Success factors
       and drive all PE efforts from there.
     • Key to speed and effectiveness is the
       availability of “the right” data.
America’s Process Excellence 2003

                    2003 Tactics
    • Get Resource for sales – full time BB
    • Get IT support
       – Full time dedicated IT started June.
       – Atlas requirements for adequate data system
    • Get PE out to the consumer
       – Sales Rep wave started
       – Marketing next
America’s Process Excellence 2003
How do we Pick projects
                           The biggest $$ must   Data, $, and Consensus
   Clear Consensus!        have the biggest
                           Opportunity




High                                                              Low
                          Risk in being wrong!

 •Rep Admin/Office Time       •Samples               •Inventory
                                                     (Cat. Mgmt. Retail)
America’s Process Excellence 2003
Project Selection Reality
Y’s = Business Success Measures – Sales Growth


                                  Data
                               Correlation

           Confirmations
           New Learnings                  Y=f(x1, x2, ..,xn)


                 Consensus          Biggest
                                    Spend


  X’s = Drivers of the Behavior
  America’s Process Excellence 2003


        America’s Board PE Deployment 2003
                        SG&A        Sales Growth      Market       Customer         Advertising       Cash Flow
Dashboard             Expenses                       Dynamics     Satisfaction      Promotion
                                                                     Overall       Effectiveness
Metric                                                             Satisfaction   GRPs x Link x SOV




                     % Electronic    Sales Force     Category     Diagnostic      Promotional           DSO
Y Focus                Orders       Effectiveness   Management   Effectiveness    Effectiveness



Sponsor


Champion




Updated : 1/8/2003
  America’s Process Excellence 2003


        America’s Board PE Deployment 2003
                        SG&A        Sales Growth      Market       Customer         Advertising       Cash Flow
Dashboard             Expenses                       Dynamics     Satisfaction      Promotion
                                                                     Overall       Effectiveness
Metric                                                             Satisfaction   GRPs x Link x SOV




                     % Electronic    Sales Force     Category     Diagnostic      Promotional           DSO
Y Focus                Orders       Effectiveness   Management   Effectiveness    Effectiveness



Sponsor


Champion




Updated : 1/8/2003
America’s Process Excellence 2003

 Data Correlation

                            CTQ- % Delta Sales
                              Benefit - $ Delta    BB Responsibility
                                                   •% sales growth by Rep
                                  Sales



  Region to   District to   Time to       Product to        Ter to      Inside vs   Rep to
   Region      District.     Time          Product           Ter.        outside.    Rep.




Clue Generation – Looking for the largest areas of Variance
     America’s Process Excellence 2003

           Data Correlation

                              Multi Vari of % Sales Growth by Terr
                 1st QTR            2nd QTR                     3rd QTR   4th QTR
% change
     America’s Process Excellence 2003



                         Multi Vari of % Sales Growth by Terr
            1st QTR            2nd QTR                     3rd QTR   4th QTR


            Time to Time
% change
     America’s Process Excellence 2003



                         Multi Vari of % Sales Growth by Terr
             1st QTR           2nd QTR                     3rd QTR   4th QTR


           Region to Region
% change
     America’s Process Excellence 2003



                           Multi Vari of % Sales Growth by Terr
              1st QTR             2nd QTR                    3rd QTR   4th QTR


           District to District
% change
     America’s Process Excellence 2003



                            Multi Vari of % Sales Growth by Terr
               1st QTR            2nd QTR                     3rd QTR   4th QTR


           Territory to Territory
% change
America’s Process Excellence 2003

  Data Correlation

                            CTQ- % Delta Sales
                              Benefit - $ Delta    Bill Kastein – BB project
                                                   •% sales growth by Rep
                                  Sales



  Region to   District to   Time to       Product to        Ter to      Inside vs   Rep to
   Region      District.     Time          Product           Ter.        outside.    Rep.




         Focus Resources on the largest areas of Variance
America’s Process Excellence 2003


   Data Correlation
                              CTQ- % Delta Sales
                                Benefit - $ Delta     BB project
                                                      •% sales growth by Rep
                                    Sales



  Region to   District to     Time to        Product to        Ter to      Inside vs   Rep to
   Region      District.       Time           Product           Ter.        outside.    Rep.

                                 Data
                              reflected
                               unvalid
                              accounts
                            credits in the
                              first two
                             quarters of
                                 2002



         Focus Resources on the largest areas of Variance
America’s Process Excellence 2003


 Project Selection Reality – Work both ends of the stick
                               CTQ- % Delta Sales
                                 Benefit - $ Delta    BB project
                                                      •% sales growth by Rep
                                     Sales



  Region to      District to   Time to       Product to        Ter to      Inside vs   Rep to
   Region         District.     Time          Product           Ter.        outside.    Rep.



Coverage       Call Quality/      Time          Promotion           Diagnostics     Inventory
              Effectiveness    Management       Deployment         Effectiveness   management



  Let’s focus on PROCESS!!! What are the major activities that a REP
  has to manage to grow their Territories? Projects should focus on key
  metrics in these areas but scope down to a manageable subset within
 these areas (i.e. brand, top accounts, one territory, retail so their project
                       is actionable and successful.
   America’s Process Excellence 2003

                       Sales Rep Effectiveness Deployment
                                                   CTQ- % Delta Sales
                                                     Benefit - $ Delta             BB project
                                                                                   •% sales growth by Rep
                                                         Sales



         Region to           District to           Time to             Product to              Ter to       Inside vs          Rep to
          Region              District.             Time                Product                 Ter.         outside.           Rep.
                                                                                                                              DM projects
                                                            Must show                                                        •% sales growth
                                                             impact                                                           by territory –
                                                                                                                              Rep. Variance

     Coverage            Call Quality/                Time                 Promotion                Diagnostics           Inventory
                        Effectiveness              Management              Deployment              Effectiveness         management
Rep / I M Project           DM-RBD-NAM                  RBD/Rep                Rep project          Rep. Project          NAM project
•# calls per account          projects                  projects           •% accounts Adhering
    •% calls with       •%of times objectives met    •% of day effective     •% displays visible                   •% account orders to inventory
  Decision maker           •# ordered per call       selling time- value   •% patients awareness                           versus patient
                                                       vs. non-value                                                  •% patients walk out with
                            •Sales Process %             added time                                                            product
                             objectives met                                                                        •-average stock order increase

                         Retail Sales Call for %
                                 growth

				
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