76% of leaders attribute improvements in sales performance to their investments in sales enablement, but as food & beverage brands scale, managing inventory and sales operations becomes increasingly complex. Once a business reaches a certain level of SKUs and retail partnerships, traditional methods of tracking inventory—like manual data entry or siloed systems—start to break down. Without an efficient system, businesses can struggle to meet demand, leading to stockouts, overstocks, and operational inefficiencies.
Forward-thinking businesses recognize the importance of sales operations (sales ops) tools to streamline their processes. Take Coke Florida, an independent Coca-Cola bottler, as an example. They recently opened a 28,000-square-foot Sales and Distribution Center in Ocala, Florida, allowing them to deliver over 2 million units of Coca-Cola products and partner brands efficiently to local neighborhoods. One of keys to their success? A well-structured sales ops strategy that ensures accurate inventory management and distribution at scale.
The Power of Sales Ops Tools
Sales ops tools create a centralized source of truth for businesses, aligning all departments with the same real-time data. Enterprise Resource Planning (ERP) software integrates purchasing, production, sales, distribution, and finance, providing real-time, accessible, and accurate information across the board. These tools eliminate guesswork, improve efficiency, and enable data-driven decision-making.
Key Features of Effective Sales Ops Tools
1. Make Data Actionable Across Multiple Departments
Sales ops tools consolidate data from various systems and teams, allowing businesses to conduct deep analysis and enhance collaboration. By ensuring that all departments work from the same data set, these tools eliminate inefficiencies and boost productivity.
For example, Pantry AI helped Kiva Sales and Services (KSS) tackle a massive challenge: they had a backlog of 100,000 unmapped products across their systems. Pantry AI standardized these product combinations in less than a day, streamlining KSS’s inventory management and improving operational efficiency.
2. Enable Accurate Sales Forecasting
Accurate demand forecasting is critical, especially for high-velocity products sold in big-box retailers. Companies leveraging technology-driven Sales & Operations Planning (S&OP) processes can better understand market trends, optimize inventory levels, and reduce waste.
A strong sales ops system provides visibility into real-time sales data, industry trends, and customer behavior, ensuring brands can anticipate demand and maintain optimal stock levels.
3. Speak the Customer’s Language
When servicing different types of retailers—big-box stores, independent retailers, or regional chains—businesses must accommodate various ordering preferences and terminology. Not every customer will use standardized product names; for example, a retailer might request “the green sour one” instead of “The Applesolute Best: Green Sour Apple Candy Chews.”
Sales ops tools that offer automated product mapping—like Pantry AI—help standardize product data across platforms. These tools ensure sales reps have instant access to essential product details, pricing, and branding information, reducing friction in the ordering process.
Top Sales Ops Tools to Consider
If you’re looking to optimize your sales operations, here are three powerful tools to consider:
Cin7
- Ideal for businesses requiring a sophisticated, customizable solution
- Integrates well with QuickBooks and other ERP systems
- Requires dedicated financial resources and potentially a consultant for setup
- Best suited for companies with advanced inventory and demand forecasting needs
Crisp
- Provides real-time and long-term insights into store-level demand
- Enhances supply chain visibility for global CPG brands, distributors, and retailers
- Uses a “Collaborative Commerce” approach to optimize inventory management
Pantry AI
Investing in a sales ops tool is no longer optional for growing brands—it’s essential. Whether you need to consolidate sales data, forecast demand accurately, or enhance customer communication, the right tool can revolutionize your business.
Learn how Pantry AI can help your company streamline sales operations, book a demo here.