SALES LAB
Is your sales strategy keeping pace with the industry?
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If not, we can help.
The foodservice industry is evolving at a breakneck pace. Industry growth has slowed, margins are tighter than ever, and the impact of technology is accelerating. Data is everywhere but actionable insight is scarce and traditional sales structures are being redefined.
Kinetic12’s SalesLAB™ is designed to help manufacturers regain control and thrive in this new environment. By combining real-world data you can’t find anywhere else with peer-driven collaboration, you’ll:
- Identify ways to grow sales
- Maximize ROI on trade, marketing and technology investments
- Boost team effectiveness with proven sales structures and incentive models
- Anticipate change with emerging market insights and future-focused strategies
- Avoid
costly missteps and uncover new opportunities
KEY COMPONENTS OF THE PROGRAM
The Kinetic12 SalesLAB™ Program consists of two key components, the Insights Program and the Performance Group:
The Insights Program delivers unique sales data and the Performance Group turns the data into action.
SalesLAB™ SAMPLE SURVEY QUESTIONS
Sales Trends
- Change in sales volume overall and by brand
- Changes in pricing overall and by brand
- % of sales sold under GPO contract and chain restaurant contract
- C-Store sales trends
Sales Investment
- Distributor trade and GPO trade as % of gross sales
- Changes in trade over last 12 months
- Fees & fines by % of gross sales
- Types of fees & fines
- Broker commission by brand
- Use of national vs. regional broker
Sales Structure
- # of internal salespeople to manage brokered field sales and direct field sales
- # of internal salespeople to manage brokered direct HQ national account sales
- Changes in number of salespeople
Sales Effectiveness
- Top measures for evaluating and rewarding salespeople
- CRM most impactful uses
- Data analytics most impactful uses
- Most impactful ways to collaborate with marketing and supply chain
Representative examples – to be refined based on SalesLAB™ member input
SalesLAB™ ENGAGEMENT DETAILS
