Supply Chain Issues at Db Toys

-Once you know you have right sales leaders, you should drill deeper. How?

A)

- How good are the top sales executives in each of your lines of business?

- Do they understand the need for the change, what it is intended to accomplish, and how?

- What is their "genetic code", or set of common trait?

- What is their current dominant psychology?

- What do they think is critical in their current jobs?

- At bottom, you want to determine if they are willing and able to lead VCS.

How many layers of sales management does a company have?

A) There are 3 levels:

- Executive vice president

- Regional vice president

- District sales manager

One of the biggest challenges facing the sales force is to build credibility among colleagues in other silos

The value account plan is the focal point for creating linkages, but leaders should look for other ways to change attitudes such as training and leading.

A map has several uses:

- It can be used to compare one market segment with another to see where possible relationships might exist between segments.

- It can provide the analytical framework to determine which customers will be willing to pay a premium price for helping differentiate themselves from their competitors.

- It can help the company identify the major competitors in each market segment and analyze their positioning and marketing strategies to find ways to win more business away from them.

Useful categorization scheme is revenue from existing customers, revenue from new customers and revenue from various new initiatives.

Growth Budget  A budget with this level of detail about the sources of revenue and their costs is what I call Growth Budget. It helps understand where revenue growth is coming from so they can make better decision about how to deploy resources & channel people's energy.