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BENEFITS
The standardized, flexible and scalable sales automation solution enhanced mobile sales force productivity and effectiveness across multiple geographies thus driving growth
The CRM initiative helped the client create Customer Segmentation. Together with insightful analytics reporting delivered by the initiative, it helped the client gain approximately 2% increase on a revenue base
The CRM initiative provided the top management with KPI Reporting through Analytics (Dashboard Reporting, ‘Delivers’, etc.) that delivered real-time reports for immediate visibility and action
The mobility application, based on harmonized sales processes, allows cross-circle and zonal cross-channel visibility, relationship sales, mobility sales, and gives visibility to critical information across various geographies |
Abstract
Sales Force Automation (SFA) is a vital tool that enables and empowers Direct Store Delivery (DSD) sales teams to make accurate spot decisions.
Key Performance Levers |
Best Practice in Sales Processes |
Benefits |
In-Store execution |
- Automation of store processes-order management, inventory management, etc.
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- Additional time per store spent on in-store merchandising activities like stocking , fixing DTPs, building display, etc.
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Information visibility & internal collaboration |
- Greater information visibility and participation of the field sales force in decision making in pricing, merchandising, product pipeline, supply chain initiatives, etc.
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- An additional base growth due to better realization of revenue opportunities
- 5-6 times more new product sales
- Better store compliance to pricing decisions, plan-o-gram, and rollout schedules, RCV & displays, etc.
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Sales productivity |
- Automation of task management processes
- Enhanced accessibility to training and coaching manuals and best practices
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- Improved sales force morale
- Improve the productivity levels
- Enhanced customer satisfaction
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Supply chain management |
- Intelligent store-SKU ordering and forecasting based on field sales force collaboration and store level demand triggers
- Enhanced collaboration with field sales force on supply chain decisions improving supply planning and store replenishment process
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- lower Out-of-Stocks(Retail outlet)
- lower order-to-delivery lead times
- Non moving stock management
- lower inventory
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Product Data |
Customer Data |
| Hierarchy, Packaging, Attributes |
Price, Promotions |
Contacts, Addresses, Transactions |
Strategies, contracts, Assets |
Store Execution |
| Inventory Analysis |
Order Generation, Invoicing |
Compliance Tracking |
Competitive Intelligence |
Sales Administration |
Task Management |
| Expense claims, Leave, Manuals, Coaching, Knowledge Management |
Creation, Status Updation, Completion Tracking, Performance Management |
Reports/Dashboards/Analytics |
Building blocks for mSFA framework:
Product Data |
Customer Data |
| Voice and data, DTH, Attributes |
RCV details and validity |
Contacts, Addresses, Transactions |
Strategies, contracts, Assets |
Store Execution |
| Stock & Slaes Analysis |
Order Generation, Stock placement & Sales pledge |
Compliance Tracking |
Competitive Intelligence |
Sales Administration |
Task Management |
| Expense claims, Leave, Manuals, Coaching, Knowledge Management |
Creation, Status Updation, Completion Tracking, Performance Management |
Reports/Dashboards/Analytics |
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