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10 key steps for developing a distributor evaluation system

January 16, 2008
  1. Map out requirements– develop evaluation criteria and get agreement from key stakeholders
  2. Process and roles– identify each stakeholders’ role in each operational process
  3. Benchmarking-determine key KPIs that will form part of the evaluation
  4. Create rating systems– develop the system and communicate and train employees and distributor partners. Ensure all parties have a clear understanding of the rating system
  5. Pilot– launch pilot and evaluate results
  6. Refinements– make adjustments to the evaluation system where required
  7. Roll-out– implement evaluation system
  8. Build relationship with distributors– the evaluation process will fail if distributors view it as a witch hunt. Sell benefits to employees and partners
  9. Share– create a dashboard and make information easily accessible to all relevant parties
  10. Conduct quality improvements– highlight focus areas and commence quality improvement process
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