Feeding your organisation with demand signals, e.g. sell-out data provided by your distribution network and the points of sales, you can see the full picture of your sales on a day-to-day basis. You can better understand whether your sales strategy and its execution are bringing the expected results and react accordingly. Last but not least, you can agree on the right trade terms with your distributors and customers and align bonuses for your sales force accordingly.
Which Demand Signals you may want to look at?
- Continuously monitor the effectiveness of your business partners and measure factual sell-out to the points of sales.
- Monitor your distributors’ stocks to ensure stock replenishment thus avoiding out-of-stocks.
- Determine whether the potential of individual sales territories is exploited to the right extent and recognise the points of sales with the highest sales potential.
- Measure the ROI related to activities of your sales representatives, like gaining additional shelf share or installation of POS materials.
Let’s discuss more in-depth on how gathering Demand Signals can help your organisation to increase the effectiveness of your sales processes. Drop us a note: