Sales reps & supervisors develop the capability of drawing deep insight from data to guide actions
E.g. Targeting specific stores with different products to increase width & depth of distribution, lower stock-outs of SKUs – raising sales as well as average price
Sales supervisors evolve data capabilities, design thinking enabling them to become better territory managers.
E.g. Analyzing territory and creating a dashboard to monitor top 12% of stores on a daily basis, separate view for specialty stores which can sell growth SKUs