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FY 15 Sales Kickoff Meeting

Awesome template but don't use it with Chrome... Or it may crash ! (sorry)
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on 10 April 2014

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Transcript of FY 15 Sales Kickoff Meeting

ALL for ONE
Salt Lake City FY15 Sales Kickoff
A High-Level Perspective
WHAT a YEAR!
1
2
3
ales Results
15
REMARKABLE Results
McKesson Strategy FY15
Sales Revenue (the closer)
Scott Rissmann
$3,138,894
GP $ Revenue (the profit-producer)
GP % (the VALUE-SELLER)
YoY Growth in Sales Dollars (the hunter)
YoY Growth - GP $ (the farmer)
Brian Gillett
Grew GP $ by $170,390
YoY Growth - GP% (the paycheck enhancer)
Dan Bertsch
Grew GP% from 24.4% to 28.0%
Performance to Plan - Sales
Casey Bilbro
103.4% to Plan
Performance to Plan - GP
Bubba Bartlett
101.2% to GP$ Plan
Greg Dorius
33.0%
Brian Gillett
Grew Sales by $650,375
Dirk Kenfield
$849,359
C.A.G.R. - GOLD
Brian Gillett
23.51%
C.A.G.R. - Bronze
Dan Bertsch
3.93%
C.A.G.R. - Silver
Scott Rissmann
5.97%
Air Support
(tools for success)
Ground Support
(TONs of Resources)
NPS Data
to provide insight
1 question survey (score 1-10)
"How likely are you to recommend Mck to a friend/colleague?"
1-6 = Detractor, 7-8 = Passive, 9-10 = Promoter
PC = 65% (Oncology was only 53%), EC = 51% (HH only 37%)

Market Heat Index
to rank DC/CS service level
50% Raw Data, 50% Customer/Rep Feedback

Funnel Manager
to roll out May 1
DRIVE
Program
Retention, Penetration, New Customers, Key Suppliers
Exclusive Trip
4 categories (25% each)
110 winners, golf score, ranked 1-1200
RETENTION
NEW CUSTOMERS
Ranking of new customer growth (getting accounts above $1000 in GP)
Territory Reports with <$1000 GP accounts
Regional and national rankings
New 3rd party data from Sales Ops
KEY SUPPLIERS
PENETRATION
Ranking of GP $ Growth within existing accounts (Lab, Rx, etc)
Territory Specific Category Opportunity Reports
Regional and National Rankings
MISSION Statement:

To be the undisputed first choice of our customers
14
A Bright
Future
Focus on the top 20
Territory specific reporting
Regional and national rankings
NPS data mining can give early warnings
Advantage Club, Webinar Wednesdays, Focus on Business Reviews
New compensation structure for key suppliers
Regional/National rankings. Points for growth of key suppliers
Drive channel shift for strategic partners
Color-coding on Supply Manager will show partnership and comp levels
Down in the weeds

Big-Picture Perspective
McKesson Scorecard
SALES
Ops
Utah&Montana FY15 Playbook
Carepoint On-boarding ($1.2 million total business - currently have $322k)
Neph Associates/Fresenius Physician Services
Foothill (Both Locations)
PAMG
Utah Cancer
New Surgery Centers
AMRG
OFFENSE
(Close new biz)
DEFENSE
(Retain & Penetrate)
High Market Penetration
MHA & CUC Margin Increases
Granger new CEO/COO
Ogden Clinic Multi-Vendor Mentality
Competitive Pressures/IDN Growth
EBRs with Top 20 customers
McKesson Brands Focus
Rx Focus and Flu Pre-Books
SPECIAL TEAMS
(Key Suppliers/Partners)
GPO Vendor Roundtable
Challenger Sales Training
Exclusive Partners
Team Vision:
ONE for ALL
FY15 Goals/Expectations
8% Growth over FY14
$26,124,031 in FY14 Sales
8% Growth is $2,089,922
$160,763 per rep ($13,397 per month)

FY14 Year over Year Growth
3 Year Compounded Annual Growth Rate
FY14 Performance to PLAN
90.9% Sales
94.2% GP
TEAM
Team
8.1% Sales
6.1% GP
Team
5.81% CAGR
EBRs with Top 20 quarterly
Funnel Manager Monthly
2 x yearly reviews - take them seriously
Ride Days 1/quarter
Sell FLU
Financial
Behavioral
1 New Customer Practice Setup ($40-$200k)
1 Flower Orthopedic Close $20k/month
3 mod-complex lab box sale ($4k/mo)
6 average size new customers ($2,500x6=$15k/mo)
Increase Rx Penetration from 10-20% ($100k)
How Far Have We Come This Year?
Announced the Merger in October, completed in February
Announced and Aligned Management
Aligned Sales Teams with Management
Blended two competitors' reps into one team (trust??)
Worked through shared account vetting
Learned new systems (STAT PC and myPSS)
Learned new products (FLU portfolio, private label, exclusive (Abbott, Sysmex, etc.)
Uncertainty about distribution model
Uncertainty about product portfolio
Uncertainty about comp plan
New Leadership
New HR, benefits, and company cultures
Despite all this...we managed to outpace both Schein and Cardinal in year over year growth!
Full transcript