USE CASE — SALES DIRECTOR
How can I manage my sales teams using shared data?
Different files, mismatched periods and conflicting interpretations make it hard to mobilize teams around shared priorities. Use common sell-out data to align sales management, KAMs and regional sales managers, then track their action plans.
Share the same metrics
Align your priorities
Track results together
THE CHALLENGE
It is hard to move forward together without a shared view.
Everyone prepares their own figures, tables and interpretation of results. Meetings then become exercises in reconciling files. The challenge: share the same facts to decide together what to do.
Struggling to track the results of actions taken
Adding priorities without aligning teams
Comparing results across different scopes
Presenting contradictory figures in meetings
Without shared data, you risk:
Spending more time consolidating than deciding
THE KARYONFOOD SOLUTION
One sell-out dataset to manage all your teams
KaryonFood centralizes and harmonizes distributors’ sell-out data in a shared tool. Sales management, KAMs and regional sales managers use the same metrics, from national to depot level, to prepare reviews and track results, depending on the data available.
Sell-out volumes by distributor
Year-on-year volume trend
Volumes by region
Volumes by depot
Volumes by product family / product
Products sold by depot
Average monthly volume (AMV)
Buying customers by depot
BUSINESS DECISION
Know which priorities to set for teams and which results to track.
Prioritize actions by account and region, define responsibilities with teams and track results using the same metrics.
SHARE
Use the same metrics, periods and product references. Each team views its results within a shared dataset.
ALIGN
Agree with KAMs and regional sales managers on priority accounts, depots and products. Define actions, owners and deadlines together.
ADJUST
At each review, track sales trends in the target areas. Compare results with field feedback to maintain, strengthen or redirect actions.
THE BENEFITS
A shared view, better-coordinated teams
Save time in meetings
Spend less time reconciling files. Focus discussions on gaps, priorities and actions to take.
Coordinate KAMs and field teams
Connect account priorities to local actions. Give KAMs and regional sales managers a shared basis for moving forward together.
Make your trade-offs clearer
Base your choices on shared facts, using the same periods and analytical scope. Every priority becomes easier to explain.
Establish regular follow-up
Use the same metrics from one review to the next to measure trends, share learning and adjust actions.
They use KaryonFood
“Intuitive and very easy to use, KaryonFood helps us prepare, anticipate and better manage customer meetings and sales actions.”
Rémi Cizeron — Key Account Manager Foodservice, Pierre Martinet
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