One of the biggest benefits for Southco has been company-wide awareness of business goals. The leadership team put a plan in place to eliminate non-profitable accounts with an eye to consolidating routes and improving overall profitability. The first step was to pivot from solely presenting top-line account revenue to account and order profitability. This was a true mindset shift for the company.
Management determined the target profitability thresholds per account, per order. Every sales person could see in real time and via email a summary of their daily performance and accounts/orders that were not profitable–clearly flagged for attention. After sales teams were able to work with their accounts and provide suggestions and feedback, management decided that accounts placing orders below this threshold would be assessed a service fee. Sales reps were also tasked with improving profitability by developing strong relationships with each account and increasing overall sales.
“Nowsight’s core mission is to provide employees with simple, fast, and meaningful access to the information that helps them exceed their goals. The bonus is that it often simplifies processes and eliminates up to 10 hours of reporting per week” said Michael Schader, Nowsight CEO.