DeepSell and Industrial Products
Sales management
Channel & territory mgt
Today, industrial product companies sell through several channels. A single solution to track all these channels saves time and effort.
Manage multiple sales channels - distributor networks, e-commerce, exports, institutional customers.
Replicate your sales hierarchy to see sales performance at each level.
Set targets for each territory and get an automatic roll up.
Promotions & trade schemes
Often the most important sales lever is pricing. This is often managed creatively using promotions and trade schemes, which are hard to track.
DeepSell tracks complex promotions with multiple conditions, products eligible and slabs.
Trade schemes, with FOC supply, price offs etc. are tactically deployed for industrial buyers.
DeepSell tracks performance daily, both by scheme and by customer.
Pricing & discount monitoring
Pricing is key in industrial sales. A lot of the conversations with buyers are around price and discount. It also has a big impact on margins.
DeepSell tracks the overall actual realised weighted average price change and discount on your sales.
It calculates the impact of price on sales.
Monitor the level of discounting by territory or overall, to understand how your managers are using discounts.
Sales effectiveness
Communicate sales plans clearly to front line sales teams
Industrial product companies often have a large product range, many customers and complex sales patterns. Getting a plan implemented can be hard.
DeepSell helps cascade sales plans to front line sales.
This is done by setting targets for territories, brands within territories, groups of customers, etc.to reflect the new plan.
All of these are monitored daily or more frequently.
Guiding front line sales on which customers to focus on
Lots of customers with different buying patterns? Knowing which customers to prioritise can make the difference between meeting and missing targets.
DeepSell automatically segments & categorises customers to identify which will help with sales today.
It also helps identify which customers to nurture for tomorrow.
It provides an always available sales coach to salespeople.
Effective conversations with customers
Salespeople have a lot to say. Customers are short of time. So, salespeople must use that window smartly and not miss something crucial.
DeepSell identifies what to focus on with customers: what to sell, promos etc.
This is customised for each customer on the day of the meeting with up-to-date information.
Your salespeople will be seen as more professional and knowledgeable by customers.
Sales planning
Uncover hidden trends in sales that don’t easily show up
A large product base and a large customer base make it is easy to overlook changes in sales patterns. Spotting this can allow you to adjust plans.
Simply looking at gross sales can be misleading. It hides trends within territories, brands, customer groups or products.
DeepSell digs out patterns of sales and has algorithms to identify potential changes in trends.
DeepSell can highlight key issues by itself, reducing the need to scrutinise the sales data manually.
Study sales levers to see what is affecting your sales
While sales can go up or down, it is more important to know what caused the change. Knowing the problem helps choose the right solution.
DeepSell automatically breaks up changes in sales from month-to-month.
It identifies long-term trends and separates them from seasonality.
DeepSell breaks up the sales change by volume, productivity range, price change and product mix. It accounts for new customers and inactive ones.
Automatically monitor key sales metrics
Every experienced sales person has key sales metrics in their head. This helps their decision making. But if those assumptions become outdated, it can lead to mistakes.
We “know” the total number of customers, the average monthly sale per customer, rate of customer addition or attrition etc.
The problem comes when there is a slow change in these numbers and we work with wrong assumptions.
DeepSell keeps track of key sales metrics and recalculates them every quarter, for you to check if anything fundamental is changing.