Do reps in your organization complain about having too many initiatives and too little time? When reps feel bombarded with requests from all directions, they often struggle to prioritize (or even distinguish between) them.
As the old adage says: if everything is important, nothing is important.
Responding to the myriad requests from all parts of the organization can take away large amounts of selling time, leading to reduced productivity and sales. A constantly shifting set of initiatives also confuses and demotivates reps.
In order to tackle this problem, Kodak created a rep initiative screening process by which it screens and prioritizes all inbound requests of sales force time through a rigorous set of filters:
- Filter #1 – Alignment with corporate priorities: Evaluates how well-aligned a request is with corporate strategy and to what degree Sales can contribute to its execution.
- Filter #2 - Alignment with sales priorities: Reviews all requests in the context of its channel strategy, financial returns, and sales capacity.
Screening requests with these filters helps Kodak settle on one manageable set of initiatives and send one unambiguous message to the sales force around what they should be doing.
SEC Members, find out more about Kodak’s Rep Initiative Screen and how the process helps keep reps engaged and effective at their jobs.
