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Scorecard Scores Big Results
Corporate leaders are always looking for ways to improve bottom-line results. Here’s how one of my clients, EPCO (a national supplier of wholesale electrical building products headquartered in Plymouth) boosted results. CEO Jack Schuster borrowed some SGS sales management principles that boosted his sales organization’s performance and leveraged them across the company.
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The scorecard, which tracks activities and results to clarify expectations and drive priorities.
His management team identified and weighted 20 measurements that would have the biggest impact on EPCO’s results. And after just five months, the results were impressive:
- Completed most profitable month in company’s history—38% higher than same month last year.
- Completed a profitable first quarter—exceptional achievement considering first quarter historically has been unprofitable.
- Metrics improve dramatically to increase margin over last year—from 31-42% depending on product line.
- Distributor organization’s revenues are up 21% over same month last year.
- Improved communication among management helps them learn new ways of doing things that are making a difference.
Jack is also using SGS coaching and development techniques with his management team.
For the complete story, click here
to go to http://www.salesgrowthspecialists.com/accountable_cs3.asp.
If you’d like to explore how these sales management accountability tools can be valuable in helping you exceed your goals, please call or e-mail me.
Discipline. Creativity. Results.
Danita
Registration details
Sponsoring: How To Upgrade Your Sales Force |
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A fast-paced, one-hour presentation, led by sales force
development expert Dave Kurlan, who will share his experience from evaluating
the sales forces from more than 7500 companies.
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Topics:
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Do you have the right people in the right roles? Can you tell the difference between salespeople who can vs. will sell? Pipeline Management—How to turn your lumps of coal into Gold Bullions. Role of Sales Management—The impact they have on your success and failures. Over Achievers—How to find them and develop them. Recruiting—A Peak into a world-class sales recruiting process.
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Who: |
Senior management interested in improving their sales force's ability to
sell more at higher margins.
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When: |
Wednesday, July 12, 2006 12:00 PM to 1:00 PM Eastern DT
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Where: |
Online via WEBEX's online conferencing solution. Click here to register today!
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Register: |
Register today by going to http://www.salesgs.com/events/kurlan200607.htm and then click on the Register Now button.
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For more information, feel free to call me at 612-267-3320. |
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