As a sales professional in the foodservice industry, you’ve probably faced these common challenges: delays in getting insights, headaches from too many sources of data, and less than full confidence in the data. These hurdles can lead to poor decision-making, wasted resources, and feeling overwhelmed.
To effectively tackle these challenges, our Data-Driven Sales Cycle (DDSC) is part of Tibersoft’s Foodservice Performance Optimization (FPO) solution that empowers your sales teams to streamline analytics, make informed decisions, and foster sustainable growth.
Understanding Foodservice Performance Optimization
Let’s break down Foodservice Performance Optimization (FPO). Simply put, it’s all about using your resources to boost sustainable, profitable growth in the food-away-from-home sector. This means extracting insights from your data such as auditing trade claims, understanding street vs. contracted business, evaluating distributor and operator profitability, and leveraging white space for sales opportunities.
How Does Tibersoft’s Data-Driven Sales Cycle Work?
Tibersoft’s Data-Driven Sales Cycle is a framework designed to help you get high-performing, data-driven insights. The cycle illustrates the necessary steps to not only move forward but also upwards in a virtuous growth cycle – a winning formula for sales executives. There are four crucial steps in the cycle:
- Data Completeness: Collecting and integrating all relevant data from various sources to get a comprehensive view.
- Data Transformation: Converting raw data into actionable insights through cleansing, enrichment, and analysis.
- Data Clarity: Delivering clean, organized data as insights where they need to be accessed, “at the point of consumption”.
- Data ROI: Using the data to drive meaningful business outcomes and showing a return on investment.
Many organizations are good at some parts of this cycle but can get stuck at both the beginning (data completeness) and the end (data ROI). Experts in data management can help you move effectively through all these steps to achieve sustainable growth and success.
How Can Data Clarity Drive Foodservice Performance Optimization?
Data Clarity of the Data-Driven Sales Cycle ensures insights are available exactly when and where you need them – in the field, during customer interactions, or in strategic planning sessions. This immediacy empowers your sales teams to make informed decisions and take swift actions that boost performance and customer satisfaction. By cutting the delay between data collection and actionable insights, you can overcome adoption challenges and get the most out of your data investments.
“Navigating decision-making involves convincing others that data should help drive our choices. Relying solely on instincts is outdated; instead, I advocate for data-backed actions. Does this approach truly make sense, especially when investments are at play? It usually does because ROI improves.” – Rick Smith, J.M. Smucker Company.
A Jobs-To-Be-Done (JTBD) Approach for Data Clarity
Tibersoft uses the Jobs-to-Be-Done (JTBD) approach to pinpoint specific tasks your sales teams need to tackle The JTBD method, which took off in the ’90s, was pioneered by Anthony Ulwick as Outcome Driven Innovation (ODI). Tibersoft has modified this concept to be more applicable to the Food-Away-From-Home industry. JTBD identifies the questions whose answers drive you towards accomplishing a goal (i.e., a job) and provides the necessary action steps. It’s about turning data into insights that you can use.
One surprisingly effective component of the approach is the consideration of emotional and social factors, which can provide extremely valuable context. For instance, if you have two analytical tasks that each require one hour of a salesperson’s time, but one is dreaded (for one reason or another) and another is considered ‘not so bad,’ which do you think will get done first or at all? Which one should you target with enhanced data resources?
Top-down support is key to fostering adoption in your organization. Taking into consideration the “Jobs-to-Be-Done” of your sales team will help you make the right investment decisions (technology, data, processes, etc.) to achieve your organization’s goals.
Practical Applications of Data Clarity in Sales with Jobs-To-Be-Done
Here are three practical use cases, or Jobs-to-be-Done (JTBD), for Sales Professionals in Foodservice:
How Can Your Sales Teams Make the Most of Their Time in the Field?
The first use case for JTBD was addressing a common challenge sales folks encounter in the field: “What do I do if I have a gap in my schedule?” Field Sales is a ripe place for data-driven insights, but with so many ways to approach this situation, organizations struggle to help their teams tackle it in the most effective way possible.
Outcome: Tibersoft’s “Locations Near Me” mobile app originated through a focus group to address exactly this question. It helps your sales team find potential clients nearby when they have extra time between meetings. Users can filter based on distributor, segment, or other criteria, making it easy to spot great sales opportunities.
How to Prevent Losing Sales Volume?
A second example of targeted selling using JTBD is conducting a Leaky Bucket analysis. The question at hand is “Can you show me in the data where I have persistent declines?”
Outcome: Tibersoft’s Leaky Bucket was created to see where sales volume is dropping, allowing you to address issues before they become significant problems. By layering in AI capabilities, Tibersoft can detect gradual declines in buying behavior that might otherwise go unnoticed, so you can take proactive steps.
What Are the Best Opportunities for Cross-Selling?
A final example of targeted selling using JTBD concerns selling complimentary products: “Show me locations buying one of my company’s products or categories but not another.”
Outcome: Tibersoft’s Affinity Cross-Selling insight identifies Aoperator locations buying only one item in a complimentary pair. For example, if a location sells veggie burgers but not veggie chicken, the system flags this cross-selling opportunity. AI enhances this analysis by discovering non-obvious product combinations and/or showing obvious combinations with surprising volume impact – whether in a particular segment or geography or among operators of a particular size.
Precision Through Innovation: A Note on Tibersoft’s ML Strategy & AI Integration for Data Clarity
Tibersoft’s investment in AI and machine learning is significantly enhancing our ability to provide precise, actionable insights – beyond what is “humanly possible”.
By integrating AI with the Jobs-to-Be-Done approach, we deliver sharper insights, simplify data usage, and ensure consistent results. AI’s rapid processing empowers foodservice sales professionals to quickly access and act on crucial insights, driving top-line results.
Key Takeaway: Unlock the Full Potential of Your Data
The true value of data lies in its transformation into actionable insights that are accessible to every corner of your organization. Tibersoft’s approach to Data Clarity simplifies complexity and ensures consistency, enabling your sales teams in the foodservice industry to focus on what truly matters – making informed decisions that drive growth and success.
Don’t let valuable data go to waste. Unlock its full potential by partnering with Tibersoft.
WANT TO LEARN MORE? Download our Data Clarity E-Book or contact our team to watch our webinar video clips.
