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The purpose of MVP is to measure our team's performance throughout our sales process to ensure that we are consistently delivering on our promise to create a "wow" experience for our manufacturers and customers.
What is Martech's MVP recognition and reward system? Put simply, MVP is:
- Formal recognition of the individuals that deliver excellence in their role.
- Rewards for excellence through life building "HOT BUTTON" experiences and choice.
- 5 MVP levels ensure that everyone at Martech is constantly improving their education, skills and talents.
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The Martech MVP employee recognition/reward program was unveiled in June, 2007. In March, 2008, Technical Sales Representative Vincent O'Brien became the first Martech team member to acheive MVP1 status. Congratulations, Vince! |
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| MARCH 25, 2008 |
 Question: How did I achieve MVP 1 and how did that add value to our customers?
Answer: Very simple - by doing my job in a very pre-planned and methodical fashion.
Reviewing my quarterly planner as a working document enables me to ensure that I keep “on track” with weekly and monthly goals. This planner is the single most effective tool I have for preparing for and accomplishing my goals and objectives. Doing a quick review of the objectives I am trying to achieve for the quarter is easily transferred into a call list for appointments and to do’s for the week. As distractions occur, I continue to keep focused on the goals and objectives that are set out in the mind map.
The customer gets the most benefit by ensuring that each sales call is pre-planned with an agenda to move sales and market share up or forward. By going on each call with a goal in mind, I was able to achieve my monthly targets and goals. I believe the customers appreciated the approach of a value add call each time I met with them.
An example of how I’ve used the planning tool would be my success with the Edmonton Public School Board. In meeting with the management of the school board, my approach was to focus on providing true value to the customer by first understanding their goals and their problems as it related to their accomplishing their lighting goals. My focus was to detail that our value add was to put to work Martech’s experience, credibility, product quality, and resources to provide options to satisfy the school boards needs. I was able to introduce the customer’s management team to several options that resulted in specifications that led to two tenders.
The client appreciated having a credible option to replacing existing lighting systems and that the solution Martech provided satisfied the school board’s performance objectives and produced a significant cost saving. Vince O’Brien and Martech are now established as a resource for the EPSB and will continue to receive opportunities as a “go to” problem solver and resource. |
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 I am choosing to go on a “Canoe Heads” trip in June. This is a one day excursion leaving Devon and landing in Ft. Laurier Park in Edmonton. It is something that has been on my blotter for some time, but I have never taken the time to do. Beth, Janessa and I will be doing this 6 hour canoe trip stopping for a picnic on an island about half way. |
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When I spoke to Larry about it, he was interested in the program from a reward point of view at first, but then the conversation turned to the different levels of the program and how you attain each level. He is also an outside sales rep and I could see his interest leaning towards the program in terms of performance targets. We spent time discussing what it would take to reach MVP5, what my goals were for this year, and how the program would benefit him as a customer.
He was especially interested in what my "hot button" experience would be for MVP1 and what a great idea it was to have a dollar value attached to it, but have the criteria of spending the money on an experience or event.
Some of Larry's comments:
"I like the MVP Program. I see a lot of added valve from all perspectives. From your company perspective, establishing measurable attainable goals over a five step program ensures continued growth and excitement on behalf of their sales team. Attaining the 5th reward level, although attainable, would stretch the individual beyond and outside of many comfort levels. Sales people like to make money and or be awarded for their efforts. Incentives are great."
"From a customer perspective it is impressive to know that my vendors are tying knowledge base training to a rewards program. I feel the benefit as the your knowledge transfers to my knowledge either directly or through links that you forwarded to me or the recommendation of a book you have read or as Lunch and Learns which we completed last week." |
