This official account will invite a senior executive from a certain enterprise to explain this article in a WeChat group on January 14 (next Tuesday). To participate, add the 365 Business School assistant at the end of the article as a friend and note "Process Item".
A business office director is generally the highest grassroots sales leader for one or half a prefecture-level city, and is the basic unit of enterprise sales.
The director's basic functions generally have two major parts: first, building a talent pipeline, making personnel reserves and assistance management; second, sales indicators. Process determines results, and results reflect process. Assessment indicators are ever-changing but ultimately boil down to result-oriented and process-oriented approaches. However, market foundations vary, and personnel personalities differ greatly. This assessment plan is specially formulated to leverage strengths and avoid weaknesses. Punishment is not the goal; as long as process or result items are achieved, punishment will not be imposed.
The following is a reference plan for process item assessment for business office directors and customer supervisors. Friends can adjust specific assessment details according to their own management needs. I hope it can be helpful to all friends.
Business Office Director Hundred-Point Assessment System (Reference):
Business office director assessment: 100-point system
- Joint visits: Each month, must coordinate with customer supervisors and dealer workers for 12 vehicle-assisted distribution trips, requiring no fewer than 25 customer visits. For each store, the final photo must show both the director and the customer supervisor together. After the joint visit, a photo of the joint visit form must be submitted separately as evidence.
Deduct 5 points for each missing visit, reward 5 points for each extra visit. Check: Administration
- Rush early ten-day shipments to complete 30% of monthly task
Deduct 10 points if not completed, reward 10 points if completed. Check: Administration
- Dealer inventory management
For 500ml tea and water, each SKU not less than 200 cases; for other company product SKUs, not less than 30 cases.
Deduct 5 points for each non-compliant SKU. Check: Regional Director, Minister, Manager, Department Planning on business trips
- Task achievement of 100%
Reward 30 points for achieving 100% of the monthly task; deduct 1 point for each 1% shortfall. Check: Administration
- Outlets and outlet quality
For each item, deduct 3 points for a 1% year-on-year decline, reward 5 points for a 1% increase. Check: Administration
- Business office Saturday YY meeting, monthly face-to-face meeting
Deduct 20 points for each missed meeting. Check: Minister
- Monthly work summary and plan, joint visit form
Must be submitted to administration before the 5th of the month; non-submission, late submission, or perfunctory handling deducts 20 points. Check: Minister
- Highlight store launch project
Requires each customer supervisor to have no fewer than 50 stores, the promoted stores not less than 20, the county-level office overall area not less than 80 stores; deduct 1 point for each store shortfall under the director's subordinates. Check: Department Promotion
Customer Supervisor Hundred-Point Assessment System (Reference):
- Working time requirements:
Report to the dealer's warehouse with evidence before 8 a.m., and leave after 5 p.m.; after 4:30 p.m., there must be market evidence.
Assessment: Evidence between 8:00-8:30 is considered late, fined 20 yuan per occurrence; after 8:30 is considered absenteeism, not counted for attendance, fined 100 yuan per occurrence (except for leave)
- Daily visit count requirements:
Daily store visits must not be less than 25, and no repeats within a week.
Assessment: For fewer than 25 stores or repeats within 25 stores, fine 5 yuan per store (repeats allowed above 25 stores)
- Order slip count requirements (visit success rate):
Daily closed orders must not be less than 7 in the off-season (November-April), with a visit success rate not lower than 20%; in the peak season (May-October), 12 orders, with a visit success rate not lower than 30%.
Note: Daily visit success rate = daily closed stores / daily total visits.
Assessment: The director regularly checks the customer supervisor's orders, requiring the date to be written on the order; for each store shortfall on the day, fine 10 yuan. If the visit success rate is below the target, the director arranges joint visits to cultivate sales skills.
- In-store SKU count:
Stores entered into the system for more than 60 days must not have a single SKU.
Assessment: Fine 10 yuan per store where this occurs
- Daily order sales amount requirements (company allocates one customer supervisor per 720,000 yuan, monthly work based on 26 working days):
Off-season daily sales amount must not be less than 1,000 yuan/day; peak season not less than 4,000 yuan/day.
Assessment: Monthly assessment, based on inventory difference at month-end and month-beginning; if distribution amount is below target, fine 200 yuan.
- Route planning requirements:
Each customer supervisor's total customer count must not be less than 200 (some poor customers can be visited once a month).
Assessment: Fine 10 yuan per store shortfall at the end of March
- Outlet requirements:
Those with a decline in outlet count for two consecutive months will be dismissed
- Outlet quality assessment:
For a 1% increase or decrease, the director sets the assessment standard
- Highlight stores and image route construction
Each customer supervisor must have no fewer than 50 highlight stores by the end of March, and establish one image route.
Assessment: Fine 20 yuan per store shortfall at the end of March, and 100 yuan for image street shortfall
Note: An image route requires 25 stores on one route, with at least 10 highlight stores; other stores must have stock.
Key markets must have no fewer than 40 stores per million in sales; penalties remain unchanged.
The above assessments: The director can also set their own indicators, but these indicators are the baseline.
To participate in WeChat group learning and exchange, please add:
Long press the QR code on the right and note "Process Item" when adding.
-END-
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