What the week can look like, with the Spotlight.
Every week, each person on your sales team gets a personalized Spotlight on what's most critical that week: a short video made just for them, and a web page to act on it. Where to go, who to help, and whether the plan is working.
Example: the Quarterly Spotlight, on a demo brewery →Video, 2:36
For the rep
Monday morning, a short video made for them, and their list to work.
Where they stand on their goals, and the accounts worth a visit this week, with the reason on each one: what to win back, where to hunt, and what to protect. It lists more places to look than they need, so they pick the ones that fit their week.
A lot of this is built to work well on a phone, because the goal is the team out in the market with their customers. Walking into an account, they can open that store: what they can sell there, what it's been buying, any issues, and notes from the last visit. They mark what they plan to do, what they've done and what they expect from it, and that can come back to them in later Spotlights.
If everything on your list comes back, that's about 49 cases a week. You need about 63.
51 places under your list: more brands where you already sell, accounts that don't buy yet, and placements that could sell more. If about one in three lands, that covers what's left.
Osprey Oyster Bar ordered about 16 cases the day after your visit.
Example: Hannah's Spotlight, on a demo brewery →Video, about a minute and a half
For the manager
Which reps need help this week, and with what.
Who's behind pace, whether their list covers the gap to their goal, and where a day in the field together would help most. Ready for the one-on-one or the ride-along.
On pace for 95%. His list brings back about 66 of the 96 cases a week he needs. The help is on recovery.
On pace for 97%. Her list brings back about 49 of the 63 she needs.
On pace to pass goal.
Spend a day with Devin in Oxnard: Turnstone Social is there, about 14 cases a week to win back.
For the sales leader
The whole picture against goal, and where to put resources.
Where the team stands on each goal, whether each initiative is ahead or behind, what's unusual, and the one priority for the week. Open any team, rep or distributor when something needs a closer look.
After 90 days, I help you see in your own numbers how many flagged accounts came back, and what they were worth.
Cases on pace for about 97%, a little short. About 45 placements to add.
Chain compliance: 6 points below goal, slipping, mostly Jordan's team. Core brands on the shelf: 2 points below, holding. Draft handles: 7 points below, slipping.
Discuss the draft handles initiative with Jordan's team. Two reps hold most of that gap, and this week's lists carry about 16 cases a week toward it.
Example: Sam's Spotlight, on a demo brewery →Video, about a minute
Let's talk about where you want to take sales from here.
If your reps are spending Mondays in depletion reports, or you're finding out about a slipping account a month late, you're feeling this already.
The first step is a 30-minute conversation. We'll talk through how your team decides where to focus today, and where better information could help.
Or email me at jeremy@centralcoast-analytics.com