Sales Transformation in CPG Is Hard...
... Work With People Who’ve Done It !
Disconnected tools. Excel overload. Cross-functional confusion. Poor adoption ... Sounds familiar?
The Value of Building Resilient and Sustainable Sales Processes
The digitalization of sales processes is a key component of a broader digital transformation strategy.
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For CPG and FMCG companies, it enhances operational efficiency by optimizing processes, improving controls, and ensuring financial traceability through TPM/TPO, RGM, SFA, and Analytics solutions.
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This transformation enables better management of commercial expenses (promotions, agreements, business plans, etc.) and facilitates data-driven decision-making to improve efficiency and performance.
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By focusing on resilience, transparency, and performance, digitalization delivers multiple benefits:
1. Business Process Automation
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Reduces errors from manual tasks (Excel, emails, etc.).
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Minimizes data entry and re-entry, improving accuracy.
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Enhances internal collaboration through seamless integration of ERP, CRM, and Demand Planning tools.
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Automates monitoring and reporting for greater efficiency.
Benefit: Your sales teams spend less time on administrative tasks and more time analyzing market trends.
2. Smarter Commercial Negotiation
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Simulate the impact of assortment, pricing, and promotion decisions on your business plan.
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Achieve real-time alignment between commercial strategy and financial objectives.
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Calculate ROI with precision to focus investments on the most profitable levers.
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Profit: Increase turnover by 2% to 4% (market benchmark).
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Let’s discuss your specific use cases and available solutions.
Contact us today !
​3. Reduced Financial and Compliance Risks
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Improve traceability and justification of commercial expenses.
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Centralize data for a comprehensive view of business processes.
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Optimize invoicing management between manufacturers and distributors.
Benefit: Avoid unexpected surprises when handling sales cooperation invoices.
4. Optimized
Promotional Effectiveness
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Identify key performance drivers for promotional plans.
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Reduce inefficient spending and implement best practices for profitability.
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Simulate multiple scenarios to anticipate and optimize results.
Profit: Boost promotional profitability by 1% to 3% (market benchmark).
We’ve benchmarked the business processes of dozens of FMCG players. Want to compare your performance? Click here !
Sales Transformation:
A Complex but Manageable Challenge
Sales processes are inherently cross-functional, involving multiple teams, systems, and decision-makers. Without operational expertise, transformation projects can quickly become overwhelming.
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​Through our experience, we have identified three major challenges that must be addressed to ensure project success:
1. Lack of Preparation and Structuring at Project Initiation
Too often, companies prioritize technology without first establishing a clear, shared vision for their transformation. This leads to operational roadblocks and slow adoption:
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Unclear objectives, making the transformation trajectory difficult to navigate.
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Poor coordination between teams (Commerce, Supply Chain, Finance, IT, vendors, integrators).
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Diverging perspectives on business needs, complicating the integration of a cohesive solution.
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Rushed technology decisions, made without validating business needs or structuring processes.
Solution: Successful transformation starts with a rigorous strategic framework and proper structuring before tackling technology.
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Request our portfolio of sample business process frameworks.
Despite significant investments in recent years, managing business processes efficiently remains a challenge. The overcrowded technology landscape and data fragmentation continue to create obstacles:
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A saturated market with global vendors, niche solutions, and specialized platforms—making tool selection complex.
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No standardized approach, forcing companies to juggle multiple platforms with limited interoperability.
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Scattered data sources (Market Data, Panels, Internal Tools, etc.), often poorly synchronized, limiting analytical capabilities.
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Commercial data spread across multiple tools (ERP, CRM, Demand Planning, Financial Consolidation, Excel), making integration time-consuming.
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Poor data quality—incomplete, unreliable, or unstructured data, distorting analytics and limiting automation potential.
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Local regulatory and technical constraints, adding another layer of complexity to tool integration.
Solution: To avoid wasted investments, businesses must make informed technology choices and ensure consistency in their digital transformation strategy.
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Discover our Market Guide for TPM/TPO, SFA, and RGM solutions.
2. Fragmentation of Tools and Data: A Persistent Challenge
3. Change Management:
A Key Lever, Not an Afterthought
Many companies treat change management as a last-minute effort when, in reality, it should be embedded from the start.
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Progressive approach: Anticipate organizational impacts from the early stages (Scoping, Design, Testing).
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Early tool testing: Identify real friction points before large-scale deployment to refine adoption strategies.
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Internal expertise: A strong internal project team ensures long-term success. Without trained champions, adoption will fail.
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Strong leadership: A committed executive sponsor is essential to drive team engagement, arbitrate effectively, and steer critical decisions.
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​Pitfall to Avoid: Change management should not be a last-minute fix for a poorly structured project. Instead, engaging the right people early on lays the foundation for long-term success.
How We Help :
From Strategy to Execution
At TPo Partners, we combine business, technology, and project expertise to drive the transformation of your business processes. Our approach is based on a realistic, structured framework, rigorous project governance, and effective change management.
We focus on avoiding common pitfalls, streamlining execution, and delivering tangible results, all while aligning with your strategic objectives.
Solution Selection & Scoping: Laying the Foundations for Success
The success of a transformation project doesn’t solely depend on execution—thorough preparation is just as critical, if not more. Insufficient scoping leads to misaligned expectations, poor decisions, and increased risk of failure.
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Process Redesign: Analyzing the Present to Build the Future
Business transformation is ineffective without a deep understanding of current processes. Mapping existing workflows (As-Is) is essential to identify inefficiencies, redundancies, and friction points, ensuring the design of optimized target processes (To-Be).
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Subject Matter Experts & PMO: Structuring, Managing, and Securing the Transformation
At TPo Partners, we maximize project success through methodical planning and rigorous execution. A well-structured transformation requires clear governance, risk management, and strong coordination between business and IT teams.
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Change Management: A Core Lever, Not an Afterthought
At TPo Partners, we integrate change management from the very beginning, ensuring a progressive and structured adoption journey. Change should not be treated as an isolated step at the end but rather as a natural outcome of a well-managed transformation.
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Sales Analytics: Turning Data into Actionable Insights
Despite the vast amount of data generated by commercial tools, sales analytics and reporting remain underutilized. Many businesses struggle to extract meaningful insights and drive performance improvements.
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Application Maintenance & Support: Expertise That Bridges the Gap
At TPo Partners, we act as a key operational relay, strengthening client teams with expert consultants who bridge the gap between users, technology providers, and IT teams.
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