3 Best Practices for Consumer Goods Sales Transformation

The past few years have demonstrated remarkable change in the consumer goods (CG) market. From the impact of connectivity to dramatic changes in the dynamics of the industry itself, consumer goods companies are struggling with how to build and grow relationships with their suppliers, distributors, and ultimately their end customers.

Smartphones, tablets and other mobile, cloud-connected devices have forever changed communication, access and relationship development. Distributors & Retailers are improving collaboration with manufacturers, and are able to provide cleaner point-of-sale (POS) data. CG company employees and experts can all be connected to the information available about a retailer, their products, and inventory, so that the company has a true 360° view of its customers. And companies can now use social media and communities to build relationships with their end consumers.

The CG industry in turn is going through massive transformation. Existing home and mature markets are not growing fast or stabilizing.  Industry growth is coming from new brands and new categories, putting pressure on manufacturers to on-board people, processes, and technology in these areas faster. Distribution is changing as well, with larger chains swallowing up smaller ones, store concepts changing and eCommerce growing in relevance. And CG companies are no longer concerned only with shelf space, but with distributor mindshare as well… distributor power is growing, and influencing distributor reps is critical

At Salesforce, we’ve had the opportunity to work with many CG leaders who have had the foresight to transform their businesses before they get left behind. What they have accomplished tends to fall into three primary buckets:

  • Use technology to build better relationships

  • Mobile-enable salespeople to enhance retail execution

  • Improve access to legacy systems through a system of engagement

Last month, I had the pleasure of participating in a live video webcast with experts from two leading CG companies: Kellogg’s and The Bespoke Collection. We discussed the issues they faced, and how both companies were able to dramatically transform their sales by addressing these three best practices. Though different sizes and in different markets, both companies were able to take advantage of existing technology to drive significant change in their business and improvement in their bottom line.

That webcast is now available for you to view by CLICKING HERE. In it, you’ll hear the specific actions Kellogg’s and Bespoke Collection took to improve their sales. You’ll get their insight into the fundamentals for success, and you’ll learn how you can take the same steps.

As part of the webcast, we also produced THIS E-BOOK on transforming sales. It’s our gift to you to help you in your transformational efforts.