08/16/2012 - 2:06pm in Blog
So many companies have variable compensation plans in place but are they correct? Inside is a guide that shows you a better way to think about your team's variable compensation and how to make sure it's encouraging your employees to push the extra mile.
08/09/2012 - 2:17pm in Blog
With market conditions more competitive than ever, marketing strategies and sales alone are not enough to achieve the company’s desired results. Trade and “market execution” have become a very powerful weapon for organizations to reach consumers. But in order to be successful, internal alignment across the organization is fundamental. It directs all of the available efforts, tools and resources towards the same goal.
08/03/2012 - 1:57pm in Blog
Implementing a Commercial Policy solidifies your company's stance in the negotiating process AND aligns your value chain to achieve goals important to the company's overall strategy. Follow these crucial points to ensure your Policy will be widely accepted and successful.
07/30/2012 - 10:02am in Blog
What's the point of setting a price strategy if it isn't being followed? The only way to really know if it's being followed in the marketplace is to survey and collect data. This post provides some questions you must be able to answer and a guide for making the best decisions for implementing a monitoring process.
07/09/2012 - 12:07pm in Blog
Annual evaluations are a nice formality but what do they really tell you? Nothing. Employees should be measured by their performance, which means they need performance indicators. Performance indicators and their targets must contribute to the overall results of the company. If any part of this cycle is missing, or if you think your ratings are good enough, read this.
07/06/2012 - 9:21am in Blog
Pssssst..... Want to know how to create a meritocratic culture that really works? Here are some great insights to get you started...
1) Plan - and make the planners accountable for their accuracy. Reward big for positives and fix fast for negatices.
2) Produce - If the plan is right, production better match the demand. If they are on schedule with the correct amount, they should be rewarded!
3) Sell - How much of the client base bought your widgets? Over X%, reward!!!!!!
4) Promote - So your planners planned, your producers produced, your sellers sold....now the promoters better make sure all of that hard work pays off by having the product available to customers! Is the P.O.S. stocked with the product? Yes? Reward!!!!!
In theory, this process isn't the hardest to grasp but implementing it can be another story. You need to really understand what is important for your company to succeed and tie those indicators into your employees reward system.
06/11/2012 - 3:34pm in Blog
When it comes to making pricing decisions, it's easy to get overwhelmed (if you're doing it the right way). Analysis Paralysis sets in and all data goes out the window for an easier, gut feeling decision. Here are only 3 things to think about that will get you much farther than your gut.
06/05/2012 - 3:58pm in Blog
Most companies have some measure of success but it is very likly that they are sending the wrong message to your sales team. Dive into some common misconceptions and mistakes and learn new ways to think about setting KPI.
05/30/2012 - 3:58pm in Blog
Price is your strongest tool for profitability and yet, you probably don't have a pricing plan implemented at your company or devote any amount of time that reflects its importance. If you do have a plan, it's probably locked away with a single team - finance, marketing, sales - and not being manipulated to maximize your profits and keep shareholders happy. Here are a few things to think about when reviewing or implementing your price strategy...
05/06/2012 - 3:19pm in Blog
At Intelectas, we are passionate about what we do, how we do it and who we are as a company - we want the world to see that too.