USE CASE — SALES DIRECTOR
How can I build the right sales report for my executive committee?
Give the executive committee a clear view of sales performance. Connect sell-out trends to priorities, explain gaps and prepare the decisions your teams need to act.
Present what matters
Explain the gaps
Get agreement on your priorities
THE CHALLENGE
Too many tables, no clear overall picture.
Before each executive committee meeting, you gather figures from different sources and periods. Time is short for turning them into a clear picture. The challenge: explain results and highlight the decisions needed.
Ending the executive committee meeting without clear priorities
Mistaking deliveries for actual sales
Hiding declines behind overall results
Presenting trends that are not comparable
Fragmented reporting means:
Spending too much time consolidating files
THE KARYONFOOD SOLUTION
Shared sell-out data to inform your decisions
KaryonFood centralizes and harmonizes sell-out data to build a shared view of performance. Analyze volumes, distribution and buying customers, then isolate the gaps to present to the executive committee. This complements internal revenue, budget and margin data, depending on the data available.
Sell-out volumes over the period
Year-on-year volume trend
Number of selling depots
Volumes by depot / region
Volumes by product family / product
Volumes by distributor
Breakdown by end-customer type
Number of buying customers
BUSINESS DECISION
Know which priorities to submit to the executive committee.
Propose which accounts, regions and ranges to support and which actions to redirect. The executive committee can allocate resources, approve priorities and agree on results to track at the next review.
SUMMARIZE
Choose a few consistent metrics, with an explicit period and scope. Present key results and areas of concern in one summary.
EXPLAIN
Break down gaps by distributor, region and range. Separate measured findings from hypotheses to check and changes in scope.
PRIORITIZE
Set out the decisions needed: strengthen an account, support a range or redirect an action. Assign each priority an owner, a metric and a deadline.
THE BENEFITS
Make your reporting a decision-making tool
Prepare executive committee reviews faster
Prepare your summary using harmonized data. Spend more time on analysis and recommendations, and less on consolidating files.
Make the gaps clear
Show where volumes are growing or declining and which accounts or ranges contribute. Help the executive committee understand trends beyond the overall result.
Share a common view
Present clearly defined metrics and comparable periods. Sales management, KAMs and regional sales managers share the same reference points when discussing priorities.
Follow up on decisions
Review the same metrics next time. Assess progress on agreed priorities and decide which actions to continue, adjust or stop.
They use KaryonFood
“The way the data is presented saves us an enormous amount of time: it is visual, meaningful, and we spot anomalies quickly.”
Anaïs L’Héritier — Category Management, FRAIDIS
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