Key Objectives
- Align franchisee incentives with company commercial targets
- Embed transparency and fairness in franchisee performance monitoring and rewards
- Ultimately, improve sales performance to reach full commercial potential and maximize ROI
Our Approach
Led the design and implementation of all retail network management and performance tools and processes; highlights include:
- Performed store segmentation and clustering based on commercial potential which serves as the basis for performance management
- Designed reporting, targeting, monitoring, and benchmarking across all key metrics to show comparative and absolute trends
- Developed sales representative KPIs and incentive schemes as well as target setting tools
- Introduced tools and processes for continuous improvement of sales performance through action planning, improved training etc. to be used at the store level in their day-to-day
Impact for our Client
- Performance on sales and profitability KPIs increased by more than 25% across the network
- Increased quality as well as quantity of sales (focus on higher-value tariffs, customer experience)
- Enhanced performance / target ownership
- Aligned commission payout with value generated and priorities; advanced target objectivity
- Placed emphasis on the development of high potential and performance stores
Clustering Output
Performance Management Framework
Core Balanced Scorecard Report
