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Incentives powered by points, Rep development, (How to give her the tools…
Incentives powered by points
Build initial view of model
Centrally lead - in partnership with lead market(s)
Define What analytics is needed
Create templates
Create business case
Validate with reps
Review Existing Information
Review any existing Incentive information
Types
Costs
ROI?
Review Existing learnings of impact of tools on productivity
For example are brochures cost money
But what is the ROI on brochures?
Digital tools - what evidence do we have
Audit existing training
What exists
Any measure of impact
Market Briefing
What is required
Templates
Timings
Checklist
Workshop
Input from markets
What is the purpose of incentives
Guidelines
What must incentives do
Define Future Vision
Define MVP
How to influence rep behaviour
knowledge
Training
Formal
face to face
online
Informal
e.g. Sales Leaders
Learning
Tips
bite size videos
tools
Digital Tools
How do avon digital tools help reps grow their sales
Physical Tools
Brochures
When is a brochure a cost, and when is it an investment/revenue generator?
Samples
Sales Aids
actions
what they order
What is the relationship between category mix and growth
when they order
Every campaign
Start
and/or middle
and/or end
Fewer larger v small and often
Who they order for
New customers
repeat customers
People they already know
New people
Rep development
All starts from rep development
now we have the recognition level is it enough for the rep to move from level to lvel
How we do know what reps want to move
incentives
smaller movements
How can we training them
potential v career
are we building or rewarding
angela - differentiate reps by role
influencer
online seller
How do we know what reps want to develop
lots of parts of the puzzle
but the reps have to assemble the bits together
push with knowledge
tools
skills
Personal development plan
behavioural incentives
Rewards
high = big
medium = lower effort = lower reward
Low = even low effort = lower rewards
Develop them
knowledge
self discovery and self learning
skills
Why do we need to support rep development
Need to move from level 1 to level 2 is double to triple sales
Need to double my customers
How to increase the units I sell
incentivising on low level
smaller challenges with smaller rewards to help her build
performance based
Become a beauty advisor
Who wants to do it
50% are planning to grow
therefore how do we support them
How to sell
asdf
Behavioural segmentation
How to give her the tools she needs to grow
incentivise the tools we need to drive behaviour
sample to test
and if she tries the sample she is more likely to grow
Who wants to move
Who wants to learn and develop
How do we know whichs reps
and want help
performance incentives to recognise the effort
create reps to better serve customers
How reps to develop into sellers
Grow the number of sellers
What do we need to do to get there
How to give them the right encouragement