Data & Business Intelligence: for an enhanced sales force

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Today, sales performance is no longer based solely on intuition or experience in the field. It relies on a powerful lever: data. Thanks to Business Intelligence tools and the integration of AI, sales teams can make the best decisions, at the right time, with a direct impact on results.

So how do you go from raw data to enhanced performance?

Why is BI a decisive lever for sales teams?

Data is everywhere in the field: frequency of visits, point-of-sale potential, out-of-stocks, DN, promotions, transformation rates... The wealth of data is immense, but you still need to know how to capture it, exploit it and, above all, activate it.

Business Intelligence enables :

• Intelligent sectorization of territories to balance sales forces.

• Better route planning by combining objectives and constraints in the field.

• Clear visualization of performance indicators via dynamic dashboards.

• Maximum responsiveness thanks to real-time data, both online and offline.

How do you turn data into performance in the field?

1. Optimization of tour plans
   Thanks to a cross-analysis of workload, sales generated, point-of-sale typology and time spent in-store, algorithms can propose the most profitable plans. This saves time, energy and performance.

2. Enhanced decision-making with AI
   Real-time recommendations, store scorecards, ROI action recommendations: AI integrated into CRM becomes a strategic co-pilot for each salesperson. It anticipates, guides and increases the impact in the field tenfold.

3. Predictive analysis & opportunity detection
   More than monitoring, it's proactively reading weak signals. Where to invest time? Which point of sale has untapped potential? Which KPIs need immediate adjustment? Thanks to data visualization and predictive analysis tools, the sales team can act before the competition does.

4. Dynamic management and continuous monitoring
   Power BI and other data visualization tools enable easy, actionable reading of indicators: individual performance, achievement of objectives, prioritization of actions. The result: agile management and teams committed to continuous improvement.

Data, the new ally for field teams

Data doesn't replace people, it reinforces them. It gives power to intuitions, transforms observations into decisions, and anchors strategy in reality.

Companies that make Business Intelligence an integral part of their day-to-day business not only perform well. They take the lead, structure their growth and equip themselves for the long term.

At Impact Sales & Marketing, the strategic use of data and artificial intelligence has become an integral part of our DNA. This enables us not only to accelerate our customers' growth, but also to provide our sales teams with an environment conducive to sustainable performance and constant innovation.

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