Sales Automation – Driving Sales Force Productivity in Indian Retail

Before making a field visit, viewing outlet-wise information on the handheld device helps salesmen to plan their calls better. An easy view of every outlet’s historical data such as SKU-wise sales and last 10 visit dates and a host of other parameters makes them look smarter in front of every retailer and increases the overall brand experience for him. Smart order booking reduces time tremendously, a person can book orders within a minute hence covering more outlets in a day. A salesman can also customize his ‘selling approach’ based on the inputs he receives from the company on “must sell” products, “focus products’ and any applicable schemes and promotions.

Real-time Market Insights

Salesforce automation solutions enable real-time, on-ground market visibility to mid-managers for effective decision-making. Armed with first-hand market intelligence-  e.g. which of your products are in demand more, how is your competition performing in the same product category, how much shelf space do your products have at every retailer, which schemes have been more popular, etc. – you can create faster and more focused GTM strategies to respond to your customers more effectively.

Target v/s achievement gamified

A fun way to encourage healthy competition Gamification in our SFA helps improve the overall productivity and motivation in the sales team to hit their monthly goals. Using gamification, you can run contests, recognize and reward the winners and entice the rest of the team to qualify for contests and try to win them. 

The end goal of all companies who are making conscious investments in sales and distributor management automation solutions – is to create distinct value for their consumers, who interact with their brand at multiple touch-points and through multiple channels – emails, pop-ups, stores, online, apps, SMS, etc. Because at the end of the day, there is no online customer or an offline customer. It’s only ‘The Customer’. 

Therefore, for retail-oriented industries like FMCG/FMCD, solutions with classical functionalities (SFA, DMS, GT app, MT app,) must be able to integrate with each other to offer a unified automated workflow. Not only will this raise the efficiency of the entire sales organization by reducing the sales cycle, but also create a long-term, scalable system that is future-ready.  Unified retail is therefore not a gallop to a utopian vision but rather a purposeful stride towards a foreseeable future, backed with technological learnings and long-term transformation. The industry is ready to ride the unified digital wave. Are you?