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Lou McErlean 5809 Brushy Creek Trail
Dallas, Texas 75252 972-571-0448
SUCCESS STORY: Adjusting Account Management Strategy to Make Quota Consistently
SITUATION: Bristol-Myers Products’ product line included over 20 brands and 400 SKUs and salespeople were distributing promotional dollars evenly across the lines, resulting in difficulty in making make their quotas. SOLUTION: In researching sales history with my top retail customers, I discovered that about 80% of all company sales came from just 3 brands… Ban, Excedrin, and Theragran. ACTION: Created a “heavy-hitter” marketing and sales focus with my retail customers to concentrate advertising and promotional efforts on the “Big 3 Brands”. RESULTS:
• Achieved quota 7 out of 8 quarters (tied for best in company, nationwide).
• Strategy was later adopted as national sales platform.
