In foodservice, moments matter. Whether you’re answering a customer’s question, solving a distributor issue, or planning your next sales call – how quickly and accurately you respond can make or break the outcome.
That’s why at Navigators 2025, we focused on a critical theme: how to be an expert in the moment. In this webinar aligned with that theme, we explore what it really takes to act with both speed and precision in today’s increasingly complex food away from home market. Spoiler alert: it’s not just about having more data – it’s about having the right data, the right tools, and the right processes to empower your team.
Here are five takeaways from the webinar with Angela Cummings, a Client Success Manager at Tibersoft, that can help you and your team show up with confidence, insight, and impact — right when it matters most.
1. Speed and Precision Are Now Core Competencies
Being an expert in the moment means more than just knowing your product — it means being able to apply that knowledge instantly, accurately, and in a way that aligns with customer needs.
Sales reps must pivot quickly between product categories, operators, and unique trade programs. Every delayed answer or vague report costs time, trust, and potentially revenue. Precision ensures the right product, right time, right place. Speed ensures your customer doesn’t wait.
“Speed impacts customer satisfaction and revenue. Precision ensures you’re in the right place with the right product at the right time.” – Angela Cummings, CSM, Tibersoft
2. Empower Teams with Tools That Fit Their Jobs
It’s not enough to give your team data — they need tools that are tailored to how they work. That’s where productivity starts.
Turnkey dashboards are critical, but they also need flexibility. For instance, allowing users to filter by region, category, or brand while keeping standardized layouts accelerates decision-making and improves adoption. Tibersoft’s four-quadrant dashboard is one such example.
“Standardize, but allow for customization. Empowering your team also means ensuring everyone is playing from the same sheet of music.” – Angela Cummings, CSM, Tibersoft
3. Unify Your Data into a Single Source of Truth
Conflicting numbers from multiple reports kill trust — and without trust, your data strategy crumbles.
Sales teams need to be aligned not just on goals, but on how success is measured. Penetration, velocity, days outstanding — these should be calculated the same way across tools and teams. This consistency gives people confidence to act fast without second-guessing.
“If two different people run an analysis and get different results, that undermines not only trust in the data but can result in frustration or incorrect decisions.” – Angela Cummings, CSM, Tibersoft
4. Use Frameworks Like Jobs To Be Done to Drive Consistency
Tools and data are only part of the solution. You also need repeatable processes that guide your team’s actions. One effective method? The Jobs to Be Done (JTBD) framework.
It turns vague goals into specific, actionable questions that lead to insight. Whether it’s business reviews, account planning, or call prep, this framework can help your team stay focused and efficient.
“Distill the why into one or a series of specific questions that, when answered, deliver insights that drive action.” – Angela Cummings, CSM, Tibersoft
5. Reduce Latency, Boost Forecasting with AI and Integration
A major challenge in Food Away from Home is data latency. Trade claims may arrive months after the fact. That forces sales teams into a difficult position: act with incomplete data, or act too late.
To close this gap, Tibersoft is investing in innovations like the “Apples to Apples” initiative — using AI to generate forecasts that allow for performance reviews within 30 days of quarter-end. Combined with CRM integration and data consolidation, these steps reduce friction and empower fast, insight-driven decisions.
“With the new Apples to Apples, we’ll be able to report on data faster and use historical data with AI to generate forecasts.” – Angela Cummings, CSM, Tibersoft
A Final Word on Action and Improvement
Being an expert in the moment isn’t a static achievement — it’s a continuous improvement mindset. Start with small wins. Integrate your CRM and claims data. Build dashboards that show real KPIs. Train regularly. And most importantly, ask your team what’s working (and what’s not).
Here are a few quick actions you can take today:
- Prioritize your book of business and top opportunities
- Integrate CRM with reporting tools for one-stop insights
- Collaborate across the industry to tackle data latency
- Adopt AI for faster forecasting
- Build JTBD playbooks for repeatable excellence
- Ensure feedback loops for continuous process improvement
“Remember, all of this works if you work it. This is not a one-and-done.” – Angela Cummings, CSM, Tibersoft
Want to Learn More?
Watch the webinar on demand or get in touch with Tibersoft to explore how we can help you turn your data into actionable value.
