I help brewery sales leaders get there. You also get planning and communication tools, all built on the same data you can trust.
Good morning, Sam. Coastline is on pace for 97% of the quarter's goal, a little short.
89% against a goal of 95%, down from 91% four weeks ago. Most of the gap is in Jordan's team.
79% against 82%, about the same as four weeks ago. Most of the gap is in Nina's team.
80% against 87%, down from 85% four weeks ago. Most of the gap is in Jordan's team.
Mission Beverage is short about 161 cases a week. Maya's list brings back about 90 of them.
Something I see a lot with brewery sales teams:
The Spotlight comes to you every week, the Plan is there whenever you need to think something through, and the Brief is ready before each meeting.
All three run on the same data. Adding the team's knowledge, and following through on the actions, is what I'm building with sales leaders now. One brewery's sales team runs the Spotlight in the field today, and their feedback is shaping the rest.
Your depletions, CRM and goals get connected once and refresh every night. The first step is checking it against the report you rely on today, the one you'd call your source of truth, until everything ties out 100%. Nobody sees an insight until the foundation is rock solid. From there, it runs on a set framework, with scheduled pipelines and the same checks every night, so it stays right long after day one.
Every week
Every Monday, a short video and a page made for you: the whole team against goal, what's driving it, and the reps, accounts and distributors that need attention this week. You can drill into any of them fast.
See how it works →Example: the Spotlight, on a demo brewery →Example: the Quarterly Spotlight, on a demo brewery →
Planning
The Plan starts with your story: where your team is and where it needs to go. We work through it together, and I help turn it into initiatives and goals that add up at every level.
Before each meeting
You set each meeting up once: who it's for, the time it covers, what it focuses on and how much detail. When the month's depletions are in, the PowerPoint decks and emails are drafted from them, ready to edit and send.
When you're ready, the same view can go out to each manager and rep.
You didn't get into beer sales to spend your week piecing massive spreadsheets together or heads down in dry depletion reports, and neither did your reps. Your time and your team's time belong in the market, with your customers.
Depletion portals, CRMs and chain reports each show one piece. I've spent years inside that data for beverage brands, connecting the pieces and adding the team's context.
You can start small, with one question on the data you already have, and build from there.
The place to start
Pick the one sales question you care most about right now. You get a clear picture back you can take to the CEO and CFO, with ideas on what to go after first.
I work from the exports you already pull, so it won't take your reps off the road.
The weekly work
The week described above, for every rep, manager and sales leader on the team: where each rep stands on their goals, the accounts worth their time and why, and a check on what shipped after the visit.
Once your depletions, CRM and goals are in, the Spotlight can usually start going out to your team the next week, and it gets dialed in from there.
You don't have to start with the Plan. If you already have goals, it uses those, and you can reset them in the Plan later.
Example: the Spotlight, on a demo brewery →The rep, manager and sales leader views, on a demo brewery with sample data
Whichever you start with, the aim is the same: take the recurring reports, notes and decks off the team's plate, so their time goes to the market. Anything that goes to a distributor or a customer is drafted for a person to check and send.
No. Your team keeps the portal, CRM and reports it runs today, and I build on top of them.
In the normal course of their week, on their phone: a text, an email, or a message in Slack or Google Chat, with a link to their own page when they want to dig into an account.
That's the question I care about most too. It's built to reach them where they already are, on their phone, short enough to take in between accounts, with more places to look than they need so they make the choice. A team's first weeks with it are where we find out, and adjust.
Very little. A Deep Dive runs on the exports you already pull, so it won't take your reps off the road. After that, the setup needs an hour or two from whoever knows your systems and the business best, mostly answering some questions from me.
If your reps are spending Mondays in depletion reports, or you're finding out about a slipping account a month late, you're feeling this already.
The first step is a 30-minute conversation. We'll talk through how your team decides where to focus today, and where better information could help.
Or email me at jeremy@centralcoast-analytics.com