Traditionally, field sales teams have been driven on targeted store calls and quotas each month, rather than on the retail value that they can deliver. To do this, they need data and insight that powers their revenue management decisions on where to go (‘right store’) and what to do (‘right action’) in order to grow their share of the retail market.
Current methods of sharing information often result in the details getting lost or strategic priorities not being communicated. When a field sales representative arrives in store, they can end up working with limited or no access to data and insight. The result being that they may visit retailers or focus on categories that do not need support, while field sales opportunities are missed elsewhere.
Your field sales representatives should spend their time helping retail stores to drive product and category sales, not arduously planning visits or collating and analysing data. Many field sales forces struggle to develop relationships with their retailers, as their time is squeezed by administrative or audit tasks which do not support sales growth.
In a dynamic and challenging retail industry with increasing cost and ROI pressures, near-real-time data can make all the difference. From promotions to shelf space, you need to show how you can drive revenue growth. The ability to show managers in retail outlets the value you’re delivering across your store cluster builds trust for the long-term.
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