CPM leads its sales teams for PEPSICO

CPM drives its sales teams to launch PEPSICO's 2021 star product.
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"We have seen a 92% rise in DN in just 8 weeks, that is quite a remarkable result!"

‍GuillaumeBEGUE, CPM Client Director for PEPSICO.

The company

CPM is the French leader in outsourced sales forces and has been working with Pepsico for more than 20 years to help them with their in-store sales actions.

Leading teams

- Before: Challenges, incentives and results were communicated via email, Excel spreadsheets and Powerpoint presentations.

- After: The challenge is animated in real time on an innovative and easy-to-use mobile app. It's fun and engaging. The points and rankings provide a positive emulation.

Before: CPM needs

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"We needed to find an innovative tool that drives engagement and pushes our teams to go above and beyond."

Guillaume BEGUE

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What CPM was looking for was a strong involvement of the sales force. It was also necessary to radically change the mode of communication, as much on the incentives as on the daily animation. 

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"Today, we all use our phones on a daily basis, we have modern modes of communication, so the goal is to find new channels of communication."

Lucile Achard, Director of Sales Effectiveness for Pepsico

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Issues
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"Objow is a digitalized tool that allows teams to have their results, their performance, individually but also collectively, and therefore to federate around a common goal. This tool enabled us to create emulation and achieve the ambitious goal we had set ourselves."

Guillaume BEGUE

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CPM was looking for an innovative, digital and unifying solution, with a dynamic reading of individual and team results, to create the necessary emulation to reach an ambitious goal.

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"Objow made it possible to put all employees in competition both by team and individually, which corresponded exactly to the needs we had in the field at the time."

Lucile ACHARD

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The implementation

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"Objow took care of us from A to Z".

Guillaume BEGUE

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CPM was supported by the Objow team for a quick and easy implementation: introduction of the tool within the teams, training of managers, and finally support throughout the incentive. CPM simply had to provide the sectorization, key elements and KPIs to be tracked.

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"A very quick and simple set-up, as we passed on our requirements to Objow, who then developed the application in record time."

Lucile ACHARD

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The indicators

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CPM has chosen to follow 2 indicators to maximize the rise in DN:

• the individual DN rise in each sector
• the rise of collective DN 

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"It was important to have a meteoric rise in DN. And that was the case, as we achieved a 92% DN rate in just 8 weeks, which is quite a remarkable result."

Guillaume BEGUE

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How to get started

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"The solution was very easy to pick up by the teams, who took to it in a very natural and intuitive way."

Guillaume BEGUE

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The managers had a presentation and demonstration webinar, and then the teams quickly and naturally adopted the tool. Gamification has created engagement and healthy competition.

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‍ "It helped create that emulation we were looking for."

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The benefit

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"A true 360° vision and very quick objectives"

Yoann Petrus, CPM Area Manager for Pepsico

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Objow gives CPM visibility of performance at every level: sales representative, sales manager, zone, and all in a fun way.

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"It is a tool adapted to my young sales people, who are no longer obliged to go through an Excel file in order to manage their business.

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Objow is adapted to field points. The tool stimulates emulation between teams and between salespeople, and enables talents to be recognized and valued.

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"A big pride for him to demonstrate his know-how through this application"

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What about tomorrow?

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Sales promotion must evolve to meet business challenges, but also the need to unite teams. A simple, intuitive tool such as Objow enables us to meet this performance requirement through a playful prism.

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"for us, it's a step up."

Guillaume BEGUE

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Using a digital, innovative and fun tool aligns with the new expectations of employees, and makes CPM attractive to sales force talent.

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"This allows us to adapt and be relevant in the job market."

Yoann Petrus

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Objow in 3 words

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For CPM, Objow is a tool that has enabled us to innovate in the way we communicate and challenge our teams on a daily basis, to unite our teams around an ambitious goal, and thus to achieve extraordinary performance.

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"innovative, unifying, efficient"

Guillaume BEGUE

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Objow has also enabled CPM to energize its management with a simple, intuitive and agile tool.

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"intuitive, agile and dynamic"

Lucile ACHARD

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