Kellogg's: professionalizing its call policy

“Without increasing our coverage, we managed to boost our sales effectiveness by optimizing the ratio between face-to-face time with customers and travel time.”
Victoria Poreaux, Sales Force Business Analyst, Kellogg's

Kellogg's at a glance

Kellogg's is the leading player in the cereal market and the second-largest producer of savory snacks with the Pringles brand.

This testimonial comes from Victoria Poreaux, Sales Force Business Analyst, in charge of the field reporting software and of steering field activity. The sales force has 66 territory sales representatives across 8 regions, covering 3,500 stores throughout France.

stat: 66 | territory sales representatives

stat: 8 | regions

stat: 3,500 | stores covered

The challenge: evening out the workload and professionalizing visit frequencies

Kellogg's wanted to better organize its field activity without exceeding available resources. Three issues were at stake:

• Evening out the workload across team members.
• Professionalizing the way visit frequencies are set.
• Increasing coverage within the available resources.

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“Our challenge was to even out the workload across team members, professionalize the way we set visit frequencies and increase our coverage within the resources available.”
Victoria Poreaux, Sales Force Business Analyst, Kellogg's

The Datakiss solution: consulting and software in parallel

The project was built on Datakiss Territory Planning. To avoid losing time while the software was being acquired, Datakiss started a consulting phase in parallel.

1. Identifying needs
2. Defining the project: methodology and timeline
3. Optimizing the territory design
   • Carried out as consulting during the software acquisition and training, to deliver an optimized territory design within a few months.

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“What I particularly appreciated about Datakiss was their flexibility. We were able to acquire the tool, get trained on it and deliver an optimized territory design in just a few months.”
Victoria Poreaux, Sales Force Business Analyst, Kellogg's

Project benefits

• Greater sales effectiveness with the same coverage, thanks to a better ratio of face-to-face time to travel time.
• A professionalized call policy, checked against available resources.
• A policy that can be adjusted in real time according to current events and customer priorities.

stat-bis: 4,000 | potential visits unlocked

The key to success

For Victoria Poreaux, three reasons make Datakiss a good choice: simple, effective software, an available and responsive team, and recognized expertise in territory design.

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“The Datakiss software lets us check that our call policy is aligned with optimal use of the resources available.”
Victoria Poreaux, Sales Force Business Analyst, Kellogg's

In summary

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“I'd say Datakiss is a good choice: easy-to-use, effective software, an available and responsive team, and Datakiss's know-how in territory design.”
Victoria Poreaux, Sales Force Business Analyst, Kellogg's