Bel: organizing the sales front line and measuring impacts in real time
Retail chains are evolving and territories are shifting faster than ever. To steer its sales front line without launching a national territory redesign at every change, Bel uses Datakiss Territory Planning and measures in real time the impact of each change on workload and kilometers driven.
9
regional sales managers
Contents
Client profile
Could your territories benefit from the same rebalancing?
“We need to be responsive, and we can't redo a territory design every time the context changes. The Datakiss tool allows us to absorb these changes throughout the year.”
Nicolas Wagner, National Sales Director, Bel
Bel at a glance
Bel is a family-owned company with iconic brands: Apéricube, La Vache qui rit, Mini Babybel and, in plant-based, Nurishh. Having become a mission-driven company in 2024, it is pursuing sustainable and responsible growth.
The testimonial comes from Nicolas Wagner, National Sales Director. The organization brings together a head-office retail excellence team, which leads and steers the sales force, and, in the field, 9 regional sales managers (CVR) heading teams of territory sales representatives and merchandisers.
stat: 9 | regional sales managers (CVR)
The challenge: steering a sales front line in constant motion
Retailers' expectations are changing fast and sales territories are constantly being redrawn. Nicolas Wagner's question comes up in every sales force: how do you organize your sales front line, make changes and measure their impact almost in real time, so you can make the right decisions at the right moment?
“How to organize your sales front line, how to make changes and measure the impact of those changes almost in real time, and be able to make the right decisions at the right moment.”
Nicolas Wagner, National Sales Director, Bel
The Datakiss solution: a well-scoped, rapid rollout
Bel relies on Territory Planning by Datakiss. Getting started was simple thanks to careful upfront scoping.
- Scoping and alignment on the rollout stages
- Building the tool according to the agreed terms
- Rollout to the teams
- Ongoing territory management throughout the year
“What I appreciated was that the discussions were simple, clear and factual, and that commitments were kept.”
Nicolas Wagner, National Sales Director, Bel
Project benefits
- Faster, better-informed decisions: every change is simulated before being passed on to the teams.
- Workload measured and optimized, including the impact on kilometers driven.
- Better hiring decisions and stores assigned to the right team members.
The key to success
For Nicolas Wagner, the value of the tool lies in absorbing changes as they happen, without launching a national or regional territory redesign every time the context shifts.
“The concrete results are the optimization of my team members' workload. First and foremost, being able to measure it and optimize it.”
Nicolas Wagner, National Sales Director, Bel
In summary
“I am convinced that digital tools will enable us, as National Sales Directors, to be more responsive and to steer our teams much better, so that we are as effective as possible.”
Nicolas Wagner, National Sales Director, Bel
Let's talk about your sales organization
A 30-minute session with a Datakiss expert to uncover opportunities to optimize your sales organization.