Prepare less, perform more: the new reflex for field teams

Claire Brunaud
Jan 13
2 min read

For a Regional Manager, the week is often shaped by travel, depot meetings, exchanges with headquarters… and preparation time that far exceeds what is reasonable.

Excel files to compile, figures to consolidate, follow-up emails to retrieve missing data. Before even setting foot in the depot, a valuable share of commercial time has already been consumed.

And too often, everyone’s energy — including that of field teams — is spent on preparation rather than on the impact of the meeting itself.

When preparing a meeting becomes a barrier to field team performance

In the field, the reality is well known: each depot operates differently, with its own indicators, its own habits, and its own data formats.

As a result, meeting preparation still largely relies on:

internal sell-in data that does not always reflect on-the-ground reality,
figures sent late or only partially by distributors,
analyses rebuilt manually, sometimes the day before the meeting.

All this time spent “redoing the data” is time taken away from analyzing, persuading, and taking action.

For a Regional Manager, it is a direct loss of efficiency.

Prepare fast… but above all, prepare right

Digitalization is not about eliminating preparation, but about transforming it.

The goal is not to arrive with more numbers, but with the right indicators, immediately actionable.

When sell-out data is centralized and automatically updated, meeting preparation changes in nature.

In just a few minutes, it becomes possible to visualize the depot’s real performance, identify SKUs that are growing or declining, and focus on high–value-added topics.

The meeting is no longer a review of numbers, but a solution-oriented discussion.

Commercial efficiency comes through prioritization

In the field, not everything can be addressed at the same time.

The Regional Manager’s key role is to prioritize: the right depots, the right SKUs, the right actions.

With a clear view of warehouse outflows, it becomes easier to decide where to focus efforts. Some depots require reinforced support, while others offer immediate development opportunities. When guided by data, this prioritization increases the impact of every trip.

Fewer “generic” meetings, more targeted and measurable actions.

More effective meetings, a stronger depot relationship

Arriving at a meeting with shared, reliable figures fundamentally changes the relationship with the distributor.

The discussion becomes factual, constructive, and focused on shared performance.

Instead of debating data reliability, the Regional Manager can focus on what really matters: how to grow sales, optimize the assortment, and activate the right commercial levers.

This approach strengthens field credibility and builds a smoother, more sustainable collaboration with depots.

Digitizing preparation to give time back to the field

This is exactly the commercial efficiency approach championed by KaryonFood.

By centralizing and harmonizing sell-out data from depots, the platform enables field teams to instantly access a clear view of performance.

Meeting preparation becomes faster, based on indicators shared with headquarters and distributors. The Regional Manager can then focus on what truly makes the difference: commercial activation and value creation in the field.

Preparing less does not mean preparing lightly.

It means preparing better, with the right tools, to perform more where it all happens: in meetings.