Are Sales Teams Bullying CPG Senior Management to Reject Change?

In the CPG industry, Sales teams are universally opposed to the implementation of a Trade Promotion Management (TPM) solution. There are several common “excuses” Sales will use on senior leadership, but these are the most common: Spreadsheets are faster; a TPM tool will simply slow them down and business will suffer. Sales should be selling, not relearning how to manage plans or sitting in front of a computer all day. The Big Brother effect: Seasoned Sales people don’t like the idea of company-wide transparency. The list doesn’t stop here, but it seems obvious that each objection is deeply rooted in the fear of change. No one likes change. It’s a challenge; and change management is a dirty word in the CPG industry. It is, without a doubt, the biggest hurdle to overcome when deploying any type of technology that will force Sales to adopt a new set of processes. So, how can CPG companies get over their fear of change management?  How can senior leadership embrace the change management process and not give up halfway to the finish line?  What tools need to be put into place to ensure the Sales team quickly learns and adopts a new TPM solution? Here are some thoughts: Often times Sales is successful at convincing senior leadership that learning and using a TPM system will take too much time and will slow down their productivity. In reality, the time it takes to plan, track, manage and settle promotions in a TPM solution is equivalent or faster than static spreadsheets. But here’s the caveat – not all TPM solutions are created equal. In order...

Salesforce + CPGToolBox Delivers a Successful, Cost-Effective TPM Solution to CPG Industry

In an effort to further extend its cloud-based business capabilities to the Consumer Packaged Goods (CPG) industry, Salesforce has established a successful partnership with CPGToolBox. CPGToolBox built the Trade Planner™ Trade Promotion Management (TPM) software solution on top of the Salesforce cloud infrastructure to provide CPG manufacturers with a TPM solution that costs 54 percent less than on premise TPM solutions. According to Gartner, Inc., the world’s leading information technology research and advisory company, there is a definite momentum and preference among CPG manufacturers for cloud-based trade promotion solutions over on premise solutions. CPG companies who have adopted the CPGToolBox Trade Planner solution, such as Slimfast, Lotus Bakeries and Premier Nutrition, cite reduced development and post-development costs, and produce higher revenues due to increases in agility and faster time to market. Managing trade dollars in the cloud-based CPGToolBox Trade Planner solution also enables manufacturers to access the Salesforce ecosystem plus, user-friendly reports, intuitive and visual dashboards and powerful analytics. Overall, CPG manufacturers experience significant value in terms of affordability, security, usability and business intelligence. With added business agility that comes from the cloud, CPG companies have the ability to create one centralized platform that can be accessed anytime from any web enabled device. In addition, the cost-effectiveness of cloud computing positively impacts company-wide approaches to system deployment, real-time data optimization and daily business operations. Perhaps more importantly, cloud-based solutions such as CPGToolBox Trade Planner have enabled IT teams to take a back seat approach during TPM implementations built on the Salesforce platform. About CPGToolBox CPGToolBox is a North American business and ISV partner of Salesforce.com dedicated to bringing relevant...