Intelectas 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.

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. 

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. 

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.