Overview of the Client
Our client is a leading distributor of food services operating in the United States. They specialize in providing a wide range of innovative and comprehensive solutions that cater to the requirements of restaurants and other food service businesses. Their solutions cover e-commerce, technology, and various other business areas.
Business Challenges and Objectives
The client asked the TekLink team to:
- Consolidate or replace the current reports.
- To enhance the three crucial Sales KPIs:
- Performance Assessment: Provide the necessary tools and data to help managers understand employee performance.
- Manager Coaching: Coach managers regularly, empowering them to coach employees in a consistent, data-driven, and goal-oriented manner.
- Sales Planning: Help managers plan future sales and set accurate goals/targets.
The Tableau Dashboards created by the TekLink Team serves the following purposes:
- Develop scorecards that include twenty metrics to calculate scores.
- Measure the progress of Territory Managers (TMs) and District Sales Managers (DSMs) in achieving their goals for the fiscal year.
- Rank TMs and DSMs, making comparing their performance with peers in their tenure cohort, market, and region easier.
- Create two aggregate metrics using Snowflake to score and rank based on goals, tenure segmentation, market, route size, and more.
- Conduct cluster analysis to determine natural thresholds for different parameters and aid in goal setting and segmentation
Business Benefits and Outcomes
The TekLink Solution helped achieve the following improvements:
- Managers now have access to their team’s performance data more objectively and holistically, enabling them to make better decisions.
- The new reports’ metrics help managers identify areas where their team requires training and coaching.
- Consolidating and streamlining our existing reports has resulted in significant time savings and process improvements.
- The centralized data source allows our sellers to plan their workstreams more effectively, improving performance.
- Standardized metrics and report formats ensure that we have a consistent and reliable source of information for decision-making.