Nothing happens until somebody sells something.
+ Sales Infrastructure Development
+ Sales Restructures
+ Organizational Staffing
+ Performance Management
+ Sales Training Programs
+ Compensation Plans
+ Reward and Recognition Programs
Waypoint was engaged by this leading footwear and accessories company to revitalize their overall sales force effectiveness. A comprehensive plan to optimize their selling structure, re-configure their compensation program, implement performance management and planning protocols, and establish their first-ever trade marketing function. All of these were combined to accelerate growth and reduce overall sales SG&A. Subsequent work to identify potential acquisition candidates and explore a one-company sales structure advanced their long-range strategic plan.
The U.S. subsidiary of the Brazilian conglomerate Alpargatas retained Waypoint to increase the effectiveness of their direct sales force and agent network. A wide-ranging analysis of current structures and practices led to a customer segmentation that led to a geo-targeting initiative to identify the the most productive block-level customer target list. From this micro-marketing view, sales people and agents were given customer level sales targets and compensation plans were geared to reward KPI achievement.
Optimer believed that they could improve the effectiveness of their sales force by modifying their compensation plan. Waypoint completed a thorough review of their current sales processes, performed external benchmarking, and recommended a revised plan and a series of structural changes that were subsequently implemented successfully
C&S is the largest grocery wholesaler in the U.S., supplying National and Regional Chains and Independent Grocers in the East, South, and West Coast regions. Waypoint Strategic Solutions has helped the C&S Commercial Sales organization evolve from a service-oriented function to a demand-driving force. We have helped craft a long-range sales strategy; developed a customer-centric sales structure; created a market segmentation model to guide smart sales deployment and routing.
Davidsons is a leading distributor of Natural, Organic and Specialty Foods, with operations on East and West Coasts. Waypoint redesigned their field sales and merchandising forces while driving significant productivity and sales effectiveness. Waypoint utilized a combination of market segmentation tools and mapping software to optimize deployment and call frequency.
National Grocery Wholesaler
A national grocery products wholesaler believed they could increase the ROI from the investment they had made in their store level sales and merchandising teams. Waypoint created a breakthrough store-level assessment of sales and opportunity to guide headcount deployment and category focus. The solution was implemented via software-based routing and automated selling priorities.