Problem
A small commercial company has difficulty knowing its gross margin on each route made by its salespeople. In fact, there were routes with unknown profitability, which could be generating losses to the company, as the objective is to achieve an increased profitability per route. In addition, the company intends to create an incentive scheme for sellers, but does not have information on the margins to know the level of incentive to allocate.
Solution
An Excel dashboard has been created that collects all commercial information, classified by salesperson. At the end of each month a list from the company’s ERP software is extracted, whose data is copied to the tool created. This allows to automatically generate information about the operational profitability of the routes and each salesperson.
Result
The company now has information that allows it to make decisions about routes and possible changes to improve profitability. In addition, it was possible to create an incentive scheme for the salespeople, which resulted in a significant increase in sales and, consequently, in the profitability of routes.
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