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Summary

Ali, Chief Sales Officer at Arch Telecom, shares his transformative experience using Rebiz to enhance sales performance and data-driven decision-making. He emphasizes Rebiz's role in accurate quota setting, performance management, real estate decisions, and identifying underperforming stores. Ali also discusses the cultural shift it brought, moving away from unreliable traffic counters and towards a fair and accountable sales culture, resulting in significant revenue growth and improved business operations.

Takeaways

• 👤 Ali is the Chief Sales Officer at Arch Telecom with extensive experience from 4G Wireless, a Verizon retailer with 165 stores.
• 📊 Ali emphasizes the importance of accurate data collection, particularly using the Rebiz system, which revolutionized his approach to sales leadership.
• 📈 Rebiz helped Ali identify that stores he thought were high-traffic were actually driven by talented salespeople, while underperforming stores had good traffic but poor sales performance.
• 🏆 Rebiz enables Ali to set fair and consistent sales quotas by using real traffic data, which builds confidence in performance management across his team.
• 🚀 Ali's approach involves using Rebiz to make real estate decisions, closing unprofitable locations, and protecting flagship stores with high traffic.
• 🔄 Ali has implemented Rebiz in multiple companies, leading to significant improvements in sales performance and revenue, especially after acquisitions.
• 💡 Ali values Rebiz for providing hourly updates on conversion rates and accurate traffic data, allowing for immediate performance management.
• 💥 Ali eliminated the use of traffic counters in favor of Rebiz, as traffic counters led to bad behaviors among employees and inaccurate data.
• 🔍 Rebiz is integral to Ali's business operations, from evaluating potential acquisition targets to driving cultural change within his teams.
• 🏅 Ali recommends Rebiz to any retail business leader looking for a consistent, fair, and data-driven approach to maximizing revenue and improving sales performance.

Q & A

What is the speaker's name and position?

The speaker's name is Ali, and he is the Chief Sales Officer at Arch Telecom.

What company did Ali previously work for and what was its relationship with Verizon?

Ali previously worked for a company called 4G Wireless, which was a regional authorized retailer for Verizon.

How did 4G Wireless grow its business?

4G Wireless grew its business organically, starting with one store in Laguna Beach and expanding to about 165 stores over 10 years through hard work.

What was Ali's experience with data collection at 4G Wireless?

At 4G Wireless, Ali's experience with data collection was limited, and the company was not very sophisticated in terms of data collection.

What tool did Ali get familiarized with after being acquired by a larger company?

After being acquired by a larger company, Ali got familiarized with a tool called Reeb, which changed his approach as a sales leader.

How did Reeb change Ali's perspective on store performance?

Reeb allowed Ali to see that stores with high sales performance were not necessarily high-traffic stores but had talented salespeople, and stores that were nearly closed had good traffic but poor sales performance.

What does Reeb enable a sales leader to create?

Reeb enables a sales leader to create a fair and consistent sales culture by providing accurate data on store performance.

How does Ali use Reeb for quota setting?

Ali uses Reeb for quota setting by analyzing the true traffic coming into his stores and applying a desired conversion level to set fair and consistent goals across all stores.

What impact did Reeb have on Ali's performance management meetings?

Reeb has become the core of Ali's performance management meetings, providing accurate data that builds confidence and allows for constructive conversations and accountability.

How has Reeb influenced Ali's real estate decision-making?

Reeb has helped Ali make informed real estate decisions by identifying which stores have enough opportunity for profit and which do not, leading to the closure of unprofitable locations and the protection of high-traffic ones.

What is Ali's stance on using traffic counters in his stores?

Ali does not use traffic counters in his stores, as they are unpopular with frontline employees and can lead to bad behaviors and inaccurate data.

How does Ali utilize the data from Reeb and Shopper Trackers?

Ali uses the data from Reeb for hourly updates on conversion rates and to evaluate potential acquisition targets, while he disregards Shopper Tracker data due to its inaccuracies and negative impact on store culture.

What was the outcome of Ali's commitment to Reeb in his previous company?

Ali's commitment to Reeb in his previous company led to a significant increase in performance, turning the company from last place in the Sprint channel to number one in revenue and performance within three months.

How does Ali ensure the integrity of Reeb data in his stores?

Ali ensures the integrity of Reeb data by implementing a zero-tolerance policy for any actions that could jeopardize the data, such as standing outside to greet customers or allowing tables outside the store.

What is the significance of Reeb data for Ali's daily operations?

Reeb data is significant for Ali's daily operations as it provides real-time information on traffic and conversion rates, allowing him to make immediate performance management decisions and adjustments.

How does Ali define underperforming and healthy conversion rates?

Ali considers conversion rates below 20% as severely underperforming, 25% as meeting the company's target, and up to 35% as a healthy conversion rate.

What recommendation does Ali have for other retail business leaders?

Ali recommends Reeb to any retail business leader who wants a consistent, fair sales performance platform to maximize revenue and better understand their real estate portfolio.