Challenge: Tracking the sales force’s performance
While manufacturers can track what is sold to their distributors, they often are not able to track distributors’ sales force performance
LUCIA BI solution
When integrated with LUCIA DM, LUCIA BI provides real-time ‘drill-down’ access to individual sales representatives. In addition, sales performance can be tracked and reported against pre-defined sales targets.
Challenge: Managing a large and dynamic distributor sales force
It is often a big challenge for manufacturers to monitor and manage their distributors’ sales force. In addition, the processes involved in managing and tracking targeted promotional programs are often too manual to be highly effective. Sales staff turnover further exacerbates this situation.
LUCIA BI solution
LUCIA BI allows the manufacturer to manage by exception using redefined targets alert parameters which are user configurable.
Targets can be set at any level within the distributor network. For example:
- distributor
- territory
- sales representative or individual outlet (or group thereof)
Performance tracking and reporting is fully automated, negating the need for any time consuming and inefficient manual intervention.
Challenge: Inability to automatically generate timely and accurate reports
The process of generating and distributing useful reports in a timely manner is often tedious and labour intensive.
Where a manufacturer’s BI or reporting system is not fully integrated with the distributors’ (often varied) information systems, data integrity will often be in doubt. Inevitably, decisions will be made based upon ‘best estimate’ rather than ‘fact’. This imperfect situation is further aggravated by the geographic dispersal and intermittent connectivity between sales teams.
LUCIA BI solution
When integrated with LUCIA DM, LUCIA BI ensures up-to-date and accurate source of data is available as required to both manufacturers and their distributors allowing ‘one version of the truth’ for planning purposes.
Reporting within LUCIA BI is user configurable and fully automated. At the push of a button, reports can be generated with relevant information for individual recipients and disbursed without any manual intervention.
Reports can be accessed either via the web or configured to be automatically emailed or SMS to an individual based on a fixed interval basis.
Challenge: Sales performance analysis requires sophisticated and expensive tools
Most distributors cannot justify the cost of purchasing sophisticated and expensive analysis tools that provide access to historical data and sales performance tracking. As a result, they are often unable to achieve their full ‘sales’ potential.
LUCIA BI solution
LUCIA BI provides many easy-to-use standard ‘best practice’ reports. In addition, LUCIA BI also offers easy-to-use analytics tools that are available to all users.
Distributors can also gain easy access to data and analytics tools. LUCIA BI automatically filters data based upon pre-defined user security functionality.
Individual sales representatives can also access these user friendly self-service analytics tools.
