CMP … A One Sysco Approach
Activity:
Rating Marketing Associates
Instructions:
Part I:
– Work Individually:
– Assign a final overall annual rating for all three associates
using the Leadership Framework and Performance Rating
Scale.
Part II:
– Work in your Table Team:
– Come to a consensus on a proposed final rating for all
three associates.
– Use the Leadership Framework Worksheet and the
Performance Rating Scale to support your rating.
– Debrief using rating questions below.
Rating Discussion Questions;
– What rating did you assign Joe? Jorge? Triniece?
– Why did you assign that specific rating?
– Give some examples to support very high or low ratings.
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Sysco Talent Management
May 2014
CMP … A One Sysco Approach
Activity:
Rating Marketing Associates
Jorge Caban Marketing Associate:
Overall Rating ___________
Results were just under plan
Conscious effort to use 360
GP $ growth exceeded – deeper understanding of new commission structure will support more growth
Margin rate is on target - expectation of greater growth. He brings great value to his customers and can
afford to charge more
AR Collections – below target and not consistent due to the takeover of Tara’s customers
Account Profitability – is on target - needs to focus on planning for profit by analyzing opportunities
Overall Jorge did a good job considering now many accounts he took over due to turnover in the district.
Jorge’s high integrity and accountability supports his ability to grow. Jorge finished the year strong in
Sales, GP% and GP$. Jorge’s acceptance of feedback and drive for results supports his success.
Triniece Diaz Marketing Associate:
Overall Rating _____________
Results were on plan
Great use of 360
GP $ growth significantly exceed – using 360 to drive result. Growth obtained by targeting specific
categories
Margin rate exceeded – focused on Disposables and Chemicals – high margin categories
AR Collections – missed this target, needs to spend more time planning her time to collect the
appropriate payments
Account Profitability – is on target – needs to utilize Sysco resources; Several accounts did not participate
in a business review in over a year.
Overall Triniece did great job in her territory. Triniece has great work ethic and impeccable integrity.
Triniece could utilize Sysco resources to drive account penetration for greater margin and sales growth.
Joe Black Marketing Associate:
Overall Rating______________
Results were below plan by 60%
Intermittent use of 360 – good use for account penetration opportunities, spend an equal amount of
time filling and closing his prospect pipeline to support success
GP $ growth is just under plan. Decline is directly related to lost business. Joe’s drive will turn this
around. There is improvement in Q4.
Margin rate is .5% below target. Decline is directly related to lost business. Joe needs to focus on
recouping the lost business.
AR Collections are on target if the lost business AR numbers are removed.
Account Profitability – Joe had growth in each quarter in both protein and produce. Account Penetration
is Joe’s strong asset.
Overall Joe has had a challenging year. Joe’s year end numbers are disappointing. He has worked very
hard to overcome some of his challenges. Despite technical challenges Joe has found value in 360. Joe
continues to be one of the best in mentoring new MA’s on listening to customers and delivering
solutions.
Sysco Talent Management
May 2014
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