Gartner Research

Retail Activity Optimization Can Boost Sales Force ROI in Consumer Goods

Published: 12 June 2015

ID: G00249437

Analyst(s): Dale Hagemeyer

Summary

Retail activity optimization leverages big data and advanced analytics to substantially improve the financial return on efforts of field sales forces in the consumer goods industry. CIOs and IT leaders will find best practices for RAO, key to winning at the retail shelf.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Leverage Existing Investments in POS Data to Drive Field Sales Execution
  • Consider Approaching Other Key Customers That Don't Provide POS Data
  • Utilize Analytics to Identify and Act on Opportunities at the Store Level
  • Don't Take Your Eye Off of Data Quality and Latency
  • Allow for Soft Activities
  • In Summary

Case Study

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