A study conducted by CSO Insights and underwritten by Velocify surveyed more than 1,200 retail sales firms worldwide regarding top sales challenges their teams were facing.
The study concludes that it takes 10 months or more for a new sales rep to be fully productive. The study also states that high-performing sales teams use nearly three times the amount of sales technology than underperforming teams.
Another study based on similar industries stated that only 30% of the sales reps are able to meet their sales target.
These studies clearly show that there are many cases where the sales reps aren’t able to book large size orders during their visits to the stores. The difference between a fast-growing company and an ordinary company lies here! The sales reps of a fast-growing company maximize their sales orders, work on increasing productivity, and convert their key retailer accounts to huge accounts.
Although there could be multiple reasons right from a weak skill set to the usage of old age technology, one of the many challenges faced by a sales rep includes the visibility of current stocks at the retailers – limiting their ability to sell the right products to them.
Another challenge is the sales reps not being able to utilize all the sales schemes and incentives being given to retailers. Data suggests that 50% of times, the sales schemes are not communicated by sales reps or the schemes are dramatically twisted as they pass on from the headquarters to field force and then finally to the retailers.
To overcome such challenges, companies have been looking for new-age techniques. Maximizing orders from the retailers is a way to increase retail sales, especially for FMCG and Consumer Durable product companies.
However, it isn’t as easy as it seems. Business leaders know this very well that it becomes a huge challenge when trying to drive this order maximization strategy across the entire field sales team.
What is BeatRoute’s Order Maximization Engine?
BeatRoute’s Order Maximization Engine is a solution that allows your team to spend more time selling than collecting orders. The engine significantly reduces the time taken to record order with the auto-suggestion of SKUs and makes it easier for the sales reps to include relevant schemes with cross-selling, up-sell options, and auto-application. It gives an upper hand to the sales reps by giving them visibility about the inventory and stock availability.
BeatRoute follows two innovative ways to maximize sales at each store:
1) Scheme Engine
The scheme engine prompts upsell and cross-sell by retailers. It suggests various relevant products for cross-selling, covering different types of schemes. This makes sure that the schemes are communicated correctly.
It also targets the product depending on the customer class/type and region. Schemes are visible and are auto-applied on all orders, on the BeatRoute’s order taking app. This helps the reps in cross-sell and up-sell activities. The best part is all of this works offline without any connectivity issue.
2) Recommendation Engine
Many times the sales rep can’t figure out an ideal order basket for a particular store. The recommendation engine suggests orders to the sales reps through a strong backend proprietary algorithm.
BeatRoute uses its Proprietary algorithm in its order taking app for a salesman that factors in various parameters including outlet history and neighborhood buying patterns, to drive more insightful recommendations. The engine then automatically generates a “proposed order” using artificial intelligence and thus, helps the sales rep in proposing the order directly to the retailer.
Let’s talk about the benefits of BeatRoute’s Order Maximization Engine in detail.
Benefits of Using BeatRoute’s Order Maximization Engine For Increasing Retail Sales
-BeatRoute’s Order Taking Software allows you to sell the full range of products through intelligent suggestions of products that have a selling potential. It also enhances the skills of sales reps by giving them cross-sell and up-sell recommendations on their order taking app.
-BeatRoute’s Order Maximization Engine Maximizes returns through trade promotion schemes. With the help of scheme prompts and auto application of schemes, it allows maximum sales to all stores, and not just those covered by top-performing sales reps. It assists with a variety of schemes to promote volume, range, focus SKUs with pin-pointed targeting.
-BeatRoute’s Order Maximization Engine avoids stock outages and returns. It avoids expiry with automated correction in order, based on any slow-moving products.
-BeatRoute’s Order Maximization Engine lets your team spend more time selling than collecting orders. The engine significantly reduces the time taken to record order with the auto-suggestion of SKUs. It makes it easier for sales reps to include relevant schemes with cross-selling, up-sell prompts, and auto-application. BeatRoute’s Order Maximization Engine allows your reps to communicate margins, product details even for newly launched products.
BeatRoute’s Order Maximization Engine assists with all the above-mentioned benefits in a single integrated app. Not only this but it also assists as a complete 360-degree sales force automation software in a single integrated platform. BeatRoute’s Order Maximization Engine is an ideal solution for Business leaders who want to increase retail sales of their business in the most efficient way.
Frequently Asked Questions:
How do retail sales increase through BeatRoute’s Order Maximization Engine in FMCG?
The FMCG sector involves the selling of a huge range of products and BeatRoute’s Order Maximization Engine allows us to sell the full range of products through intelligent suggestions. It also allows the promotion of trade schemes to almost every retailer which increases the chances of sales. It further avoids outages and returns through an automated correction in orders which leads to an overall increase in sales.
How does the productivity of sales reps increase through Order Maximization?
BeatRoute’s Order Maximization Engine lets your team spend more time selling than collecting orders. Many times the sales rep can’t figure out an ideal order basket for a particular store. The recommendation engine suggests orders to the sales reps through a strong backend proprietary algorithm, which factors in various parameters including outlet history and neighborhood buying pattern. The engine significantly reduces the time taken to record order with the auto-suggestion of SKUs. It makes it easier for sales reps to include relevant schemes with cross-selling, up-sell prompts, and auto-application and allows the reps to communicate margins, product details even for newly launched products. This improves sales productivity.
What is the use of Order Maximization in Sales Force Automation?
Order Maximization is a unique yet very less visible feature in most of the sales force automation software. BeatRoute’s 360-degree Sales Automation Software has an integrated Order Maximization engine which increases your sales through smart technologies like order recommendations, trade scheme promotions, and avoids stock outages as well. This not only increases sales but also helps in increasing the productivity of sales reps.
What are the unique features of BeatRoute’s Order Maximization Engine?
There are a set of features in BeatRoute’s Order Maximization Engine, but the most unique feature out of them is Scheme engine and recommendation engine, this feature is available only in BeatRoute’s Order Maximization Engine which assists the sales reps through schemes that are auto-applied on orders and also assists them through a recommendation engine which recommends the best suitable order recommendations backed by our own proprietary algorithm.