Executive Summary

A leading global beverage company revamped its sales strategy by deploying Digital Workers, using a more data-driven approach to create an anticipated 0.5% increase in sales.

The company replaced a confusing system of 15+ manually ranked sales triggers with a streamlined, evidence-based approach. By identifying what truly worked and eliminating ineffective tactics, they clarified which sales activities actually drove revenue.

Client Overview

This global beverage company operates in diverse markets with a complex sales network. To stay ahead, their sales reps visit stores and execute "triggers" - specific actions or promotions designed to boost sales. However, with so many triggers in play, it was unclear which ones were actually effective.

The Challenge

The company faced several issues with its sales strategy:

• Too Many Triggers: With over 15 triggers, the system was overly complex and hard to manage, leading to confusion and reduced effectiveness.
• No Data-Driven Insights: Triggers were ranked based on experience, not evidence, making it hard to know what worked.
• Inconsistent Results: Different regions prioritized triggers randomly, and there was no clear way to measure their impact.

This lack of focus made it difficult for sales reps to prioritize actions, which was hurting sales.

The Solution

The company used causaLens’ Digital Workers to simplify and optimize their sales strategy. Here's how it worked:

1. Learning from the Past: The Digital Workers analyzed what had worked (and what hadn’t) in previous sales efforts.
2. Clear Recommendations: Based on this analysis, they provided actionable advice on which triggers to keep and which to drop.
3. Tailored Insights: Recommendations were customized for different customer tiers (e.g., Bronze, Silver, Gold) to ensure relevance across all markets.

Future Impact

The introduction of Digital Workers is set to transform the company’s sales execution:

• Sales Growth: Sales are projected to grow by 0.5% thanks to better-targeted triggers.
• Simplified Strategy: By focusing on fewer, high-impact triggers, sales reps can work more efficiently and effectively.
• Operational Clarity: The company now has a clear roadmap for optimizing sales activities, ensuring every action adds value.
  

By cutting through the clutter and focusing on what truly drives growth, this beverage company is setting a new standard for sales execution.