Near term and long term - Near term as long as you have raw data - you can do the work necessary in Excel. SOM, % SOM Change, Market growth, Raw TRx Growth is all you need with monthly trends. Great sales professionals use local relationships to stay on top of business trends. In the long term yu'll need to identify what you have and the impact of what you believe you need and make a business case for investment. There has been an over dependance on data analytics in the industry - much has been sold through consultants. The need for GREAT field leaders who understand the local business is undervalued.

An outdated set of sales tools caused customers in retail to lose momentum. I guided them through an in-depth assessment that revealed automation and analytics problems. We implemented a new CRM with innovative capabilities after researching the latest innovations. Training sessions took place to make sure the team quickly adapted. Their sales processes were made more efficient by the integration, which also improved decision-making and data accuracy. The change significantly increased customer happiness and sales efficiency.

If your tools to help the sales department are falling short, it's time to do a needs analysis with the sales management team, and particularly the front-line sellers. What comes out of that analysis should help you with a path forward.

If your sales operation tools aren't keeping up, start by assessing what’s missing. Look for gaps in functionality or integration that hinder your team's efficiency. Consider adopting more advanced tools or platforms that offer better analytics, automation, and flexibility. Ensure your team is trained and aligned with the new tools. Regularly review and adapt your tech stack to match evolving business needs. By staying proactive and responsive, you’ll better support your sales team and drive success in a changing landscape.

Es crucial incentivar la innovación y generar instancias anuales, estructuradas y preestablecidas en el tiempo que nos permitan ir desarrollando nuevos proyectos. La idea es que desde las bases, surjan ideas innovadoras que permitan desarrollar nuevos productos, mejorar procesos, hacer finalmente una diferencia con la competencia. Junto con esto se puede invitar a proveedores y co-crear junto a ellos nuevas tecnologías o productos.

To adapt your sales operation tools, stay updated on industry trends and emerging technologies. Regularly assess your current tools' capabilities and identify areas where they're lacking. Consider investing in new tools or integrating existing ones to streamline processes and improve efficiency. Prioritize tools that offer flexibility, scalability, and seamless integration with your other business systems. By staying proactive and adaptable, you can ensure your sales operation tools remain effective in supporting your evolving business goals.