Sysco Broker and Vendor Performance Program
Designed a complete performance program bringing visibility to 18 brokers/vendors and 86 salespeople across the Sysco Atlanta market, tied to ~$8M in incremental sales.
Situation
Sysco Atlanta worked with brokers and vendor representatives throughout its market, but leadership lacked meaningful visibility into what partners were doing, what should be expected of them, and whether their activity was producing measurable results.
Problem
There was no system for defining what broker and vendor activity should look like, no goals, no performance measures, and no way to know whether the activity was producing results. Leadership was spending on partners without understanding the return.
Chris's role
Chris designed the program from the ground up — strategy, workflow, measurement, training, and ongoing management.
How Chris approached it
Chris started by understanding what leadership actually needed to see and what activities genuinely drove results. He defined expectations and desired activities, created goals and performance measures, designed the workflow, built tracking and reporting systems, aligned brokers, vendors, salespeople, and leadership, trained participants, and monitored results to make adjustments.
What Chris built
A complete broker and vendor performance program including activity definitions, goals, performance dashboards, reporting workflows, and training materials for all participants.
Result
The program eventually encompassed 18 brokers/vendors and 86 salespeople across the Sysco Atlanta market and was tied directly to approximately $8 million in incremental sales.
Skills involved
Related types of problems
- • We don't really know what our partners or reps are producing
- • We have manufacturer reps across the country and don't know how to measure their performance
- • Our partner program has no visibility
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