Improving Performance of a Field Sales Organization

The Challenge

Historically, a manufacturer was providing an extensive internal PowerPoint presentation which outlined major promotions on a quarterly basis. Sales leadership was looking to improve sell-in by providing the organization with customer-facing materials to communicate major national and customer trade events, point-of-sale materials, and key facts and figures to enable product & merchandising sell-in. 

The Method

Phase 1: Creation of Communication Materials

  • As part of the planning process customer marketing worked cross-functionally to bring together insights and creative to develop story boards around each quarter’s¬†trade events.
  • Using ShopperMX, the team created 30 second tailored selling stories for each of their top 10 customers and generic versions for secondary customers.¬†

Phase 2: Distribution & Utilization Of Materials:

  • Content was organized and then published instantly to the national and field sales organization through ShopperMX.¬†
  • Field teams used the videos and images of the concepts while in the store to aid in presentations, discussion, sales and execution.

The Results

The more effective and engaging communication improved adoption and compliance in the field for greater sales and brand success. Over a one year period, store sell-in increased 19% and compliance by 24%. Additionally, the digital content enabled the flexibility of real-time updates quarterly. 

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