field sales

4 Min Read

CPG Team Management

5 Things Field Teams Can Learn from Online Marketing

Jake Rheude

As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world. While field sales agents are asked to..

3 Min Read

CPG Team Management

Pro Tips for Making Field Sales Teams Successful

Matthew Brogie

This article orginally appeared on the OpenView blog. 

Research shows that a face-to-face request is 34 times more effective than one made via email. Field sales representatives understand the..

4 Min Read

Territory Management

6 Best Practices to Help You Ace Sales Territory Management

Peter Thomson

You wouldn’t rush into battle without a plan of attack. 

The same holds true for developing your territory management strategy. You need to predict the moves of your opponents and fortify your..

2 Min Read

Merchandising

2019 Best Practice Guide to Conducting Store Visits

Melissa Sonntag

Store visits are an extremely important part of any team’s retail execution strategy. They provide an opportunity to collect important data insights about performance on the shelf, strengthen..

3 Min Read

Merchandising

Sales Lift Calculation: Measuring Effective In-Store Promotions

Melissa Sonntag

CPG brands spend as much as 20% of their revenue on trade promotions, but nearly 6 in 10 promotions don’t break even, meaning most brands lose money on their investment at the point of sale. So..

2 Min Read

Merchandising

How to Measure Total Distribution Points and Why it Matters

Melissa Sonntag

When it comes to evaluating the quality of your distribution network, few metrics can provide as much insight as your total distribution points (TDP). TDP is a type of point-of-sales (or POS) data..

2 Min Read

Field Marketing

5 Tips for Building an Effective Discounting Strategy

INTURN

No business wants to be left with excess stock, but unfortunately this is inevitable for even the most successful CPG companies. That’s because excess inventory often results from factors outside..

10 Min Read

Merchandising

5 Key Considerations for a Data-Driven Retail Strategy

Sam Holzman

The retail industry has undergone a significant transformation in recent years. Don’t worry, this isn’t another article bemoaning the rise of e-commerce and exaggerating the decline of physical..

5 Min Read

CPG KPIs & Reporting

3 High-Impact CPG Sales Tips From Kraft Heinz’ Sales Team

Frank Brogie

For CPG brands, building a field sales team is a big investment — and an important one. Having dedicated sales reps champion your brand in high-opportunity stores and become experts in your market..

2 Min Read

Merchandising

How to Measure Sales Per Point of Distribution (SPPD)

Melissa Sonntag

 

In the retail world, there are three main metrics brands focus on to  measure the success of their retail execution: sales, distribution, and velocity. Sales focuses on the unit or dollar amount..

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