ASM Ride with Recap

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  Date

• Prepared by

• ASM

Sales Competencies The ASM shows the ability to follow the selling process and use the tools available to drive the business through training, customer engagement, and selling.

• Did the ASM follow the 10 steps to a successful sales call

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Is the ASM using facts during the selling and training process? RBG Mobile, IRI, Neilsons

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Did the ASM connect Features to Benefits

  Yes

  No

  N/A

• Beerline.com Does the ASM know, show and drive the benefits to for Beerline.com

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Develop and Leverage Effective Relationships with Retialers? Does the ASM develop and effectively leverage Retailer relationships to drive sales.

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

Leadership Competency

• Quality: Perfect Order, Returns, Waste, Quality Does the ASM understand the metrics that drive the perfect order

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Business Profit<br> Does the ASM know the difference between a good and bad decision?<br> Cost associated in doing biz.<br>

  Yes

  No

  N/A

• Effectively Attract, Coach, & Train Talent - Does the ASM effectively coach, train, and hold their AMs accountable. Are expectations explicit? Did the ASM challenging the AMs to drive biz and sell more beer to the RBG standard - SOTO: situation, objectives, tools, objections

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Effective Communication and Delegation Does the ASM communicate/delegate in an effective, concise manager so the AMs know the expectation.

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Set Goals and Evaluate Performance: Ability to use tools available (margin minder, cognos, as400) to analyze territory, determine opportunies, set goals and hold team accountable.

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Surveys Are the ASMs surveying the AMs accounts, walking through successes and opportunities with the AM, holding the AM accountable

  Select Developing Below Expectations Inconsistently Meets Meets Expectations Exceeds Expectations N/A

  • Developing
  • Below Expectations
  • Inconsistently Meets
  • Meets Expectations
  • Exceeds Expectations
  • N/A

• Successes

• List at least 3 follow up activities for next work with:

• Follow up date

  Date