FieldAssist

  An effective territory beat plan is one of the most important aspects of FMCG sales and distribution management since it prevents wastage of time and effort. At FieldAssist, one of our key features is to assist organizations to redesign their territory plan on the Sales force automation solution such that field executives can optimize their visits and cover a larger territory in the same business time. Once the territory planning is complete, managers can allocate time to each of their field visits and develop an effective route map for the week that covers the entire list of outlets to be covered. With an even distribution of outlets in each territory, field executives are happier to follow the route plan. A well-thought-out territory management plan, therefore, ensure that the organization provides clarity, helps build focus within teams, and achieves maximum efficiency levels from their field forces while optimizing travel and time costs.

Sales automation often makes sales teams anxious with mandatory location tracking associated with it.  It automates sales processes and accelerates on-field productivity with real-time secondary sales data. At the onset, one of the sales managers told us that there is a rumor going around among the sales reps that the management will be tracking them all the time and it is making them nervous while going on their beats. And some are just using the sales tracker app with the direct intention of tracking their sales team. Hence it is difficult to believe that adoption of sales automation might lead to attrition and cause low motivation amongst the sales reps even though it is an enabler. We need to answer these questions and communicate them to the sales reps before rolling out the sales automation program. Real-time field data is crucial for consumer goods companies, and to collect field data they need to deploy sales force automation. We need to educate field reps about sales auto...