Execution Hour

Winning retail execution operations take a 360 degree holistic approach

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1 Major gap · 2 Developing · 3 Solid · 4 Best in class

Purpose Field Force

Why the field force exists — role, mandate and contribution to the commercial strategy.

POP coverage

Store segmentation / value – influence. Which points of purchase we cover, how often and why.

Data Signals

Technology requirements — SFA solution / image recognition / POS data.

People Capability

Capability needed and reward mechanisms to attract, grow and retain the right people.

Org Design

Structure / roles — internal, partner, dedicated, crowd or syndicated.

Sales cycle Process

Operational planning and briefing process that turns strategy into the cycle plan.

POP Visits

In-call process — the steps of an effective visit, consistently executed.

Metrics

KPI and ROI — reporting and continuous improvement.

Partner Terms

Selecting a 3rd party partner and building collaborative partnerships.