Trade Performance Management– Sales Volume– Revenue– Discounted Dollar Amount– Discounted Volume– COGS– Supplier Rebates– Margin– All Customers and their Attributes– All <strong>Products</strong> and their Attributes– All Sales Reps and their Attributes+ Sales Force Performance– Goals– Quotas– Incentives– Account Calls– Sales to Third Parties:(Volume, Revenue, Discounts)– COGS– Price List by SKU & by CustomerPeopleinventorycustomerssalesdeliveriesspace<strong>Products</strong>Sales Force PerformanceTargeted GoalsTranslate strategy into tactics. Compareforecasted budgets or targets with theactual numbers to see where sales are <strong>of</strong>f trackand who is accountable for discrepancies. Havethe knowledge needed to take action before toomuch time is lost.Ordered vs. DeliveredCombine facts on pre-sold vs. actual sold, andassociated reason codes, with returns trackingto improve order fulfillment.QuotasMeasure progress toward meeting shortandlong-term goals. Rather than runningoccasional reports, easily uncover differencesin actual vs. quota, by route and by month foreach sales rep (pre-sell locations) or driver(peddle locations), at any time.Commissions PlusTrack the actual daily contribution <strong>of</strong> eachsalesperson by integrating (and secure, ifdesired) the commission amount made byeach sales rep. Allocate incentive dollars tototal expense amount associated with eachcustomer to better measure customer-levelpr<strong>of</strong>itability.Incentive Plans by Activity TypeBreak down pay for performance incentiveplans by activity type, such as money forplacing a display, establishing new accountsor hitting distribution goals. This enablesmanagers to build compensation and bonusplans based on actual value added by eachperson and evaluate the best way to motivateand compensate based on performanceobjectives.Account Call ActivitiesAlign client-interaction events to seeassociated costs <strong>of</strong> on-site visits and total callfrequency in context with all the other salesfacts. Automatically associate call events withthe types <strong>of</strong> calls identified in your systems:delivery, route sales call, shelf set, old codedate, display or sales objective, check rotation,retailer requests, etc.Sales to Third PartiesMonitor products sold in all territories, to allaccounts, whether serviced in house or by athird party.“We especially like the ability to monitor pr<strong>of</strong>itperformance <strong>of</strong> individual sales people, and recentlydecided to base part <strong>of</strong> their compensation on margindelivered. This is phenomenal.”Ellen MorganData Systems ManagerRoyal Crown Bottling Corp. (7-Up Bottler)10 Activity Based Performance Management Suite
‘‘On a general level, it only took about25 minutesfor a paybackbecause we were finally able to see things in real time...We were able to arrive at tactical pricing promotionsand make valuable changes versus what we were doingin the past.’’A 5+ Year Margin Minder UserActivity Based Performance Management Suite 11
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