"At Bats: That create customer interactions that can lead to account analysis and other sales
The organization is ONLY focused on Revenue growth
More Consistent for STI and easier for employees to understand
Store were penalized to sell low-margin products, including at risk.
Team may be fore focused on STI than Profitability
Bad Behavior-Unethical Driving of "empty revenue"
Ethical and Margin related issues.
False sense of confidence based on only revenue performance.
IST employee Detail
My BBYM Scorecard.
Knowingly selling to Resellers
OMS Ordering low or negative margin items.
Unnecessarily "Cutting price to close sales" out of fear of losing revenue
Bringing in Low-margin Products like Laptops and Gaming systems.
Postpaid-59% Accessories-20% Services-11% Prepaid-10%
Postpaid-63% Accessories-16% Services-12% Prepaid 9%
Postpaid-70% Accessories-15% Services-4% Prepaid 11%
Post Paid-55% Accessories-25% Services-10% Prepaid-10%
Omni Channel Usage
Using the PMR to see who is on the bottom ranked overall.
Using the Controllable Erosion Summary/Detail Report
Validating the explanations given for erosion on the detail report.
Using the Daily Activation Report
Leverage IST by using the PAT Tool along with check in and out
Documented, constructive coaching and accountability with emphasis on Profitable sales.
Coach you teams to never sell negative margin product, no matter what
Effective account analysis coaching
Quality sales performance management that balances Revenue and Margin
Here's an interesting quiz for you.