Did You Catch The Score?
It’s the one question everyone asks at the end of a sporting event: What was the score? Shouldn’t you be asking the same after each audit? The audit score is crucial when it comes to managing third-party brokers. Weighing an audit can make a significant impact and provide added value to your brokers’ activities. If you identify key items and priorities to measure, you can bring everyone in sync and get everyone focused, ensuring that their time spent in-store is used efficiently.
The Perfect Weight For Every Question
The first step is understanding your KPI’s and defining their overall value to a store call. You need to be consistent and fair but keep it easy. The idea is to use the scores as an effective tool, not hinder your sales team.
Next measuring performance requires the right tools. For example, geo-coded photos help by time stamping the activities. They give a visual on the final product of your third-party efforts and allow for insightful quarterly reviews so that instances that illustrate specific issues can be addressed. These photos, stored over time, show you what the shopper sees. Add that to the broker’s scorecard report and you’ve got a wealth of insight and perspective.
And just like a sporting event that keeps track of progress in real time, CPG companies are using today’s retail audit technology to increase communication with their brokers to track their progress. Innovative features such as direct response and smart route logic let companies unify their sales force efforts by interacting with brokers directly so they can quickly correct issues and make strides.
Instant Insights with a Scorecard
Once your audits are weighed correctly the next step is to create an audit scorecard report, so you can quickly determine if you need to reach out to an account manager, reallocate resources or shift focus next month into a new territory. It gives specific insight at a granular level and enables improved management of brokers who gain clear goals and targets from the report.
The audit score tells how your brokers are doing compared with previous months. It tells whether you’re gaining or losing ground and helps you spot what corrections you need to make to turn the team in the right direction. When your scores start reading 91s and 95s, that lift you see in your top line growth will be a direct result of your auditing effort.
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