Category Archives: Sales Force Automation

‘Convincing Demo, Sure Sell’- through team learning

“The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell.” -Jay Abraham A customer seldom bothers about or even considers the amount of technology or research that must have gone into creating a product and how unique it is. Perils of a Customer Purchase Journey Let’s trace back the journey of a product purchase from a customers’ perspective, you are free to choose any product that comes in your mind, from FMCG, Consumer Durables or Insurance. The chances of a customer choosing your product over the others become Continue Reading →

Treading through BFSI the smart way!

The retail banking and consumer financial services (BFSI) involve a lot of hard work on part of the field reps and agents - whether it be attending to customer calls, door to door selling, lead funnel tracking and what not. The ability to nail execution on this aspect is what also becomes an immense differentiator amongst firms - and if you want to win - you have absolutely got to get this right. In BFSI, field sales and marketing comes with its own set of predicaments, not limited to … Capturing relevant leads through multiple sources. Ensure scientific allocation of Continue Reading →

5 Technology Tests for your Sales Force Mobile App

5 Technology Tests for your SalesForce Mobile App Offline and Low Network (Salesforce) It’s not the lack of network that is biggest enemy. Most app vendors should at least support offline capability. It’s the poor network that is the biggest enemy. It’s easy to sense when there is no network, but a badly designed app keeps fighting (shall I say buffering !) with low network. >> Easy way to test this is switch of data connection. Use wi-fi to connect to another phone’s data connection through hot spot. Now switch off data on the other phone. Try your app. Data Continue Reading →

World’s Best Enterprise Mobile App is arriving…

Yes. We are aiming at nothing less than that. I believe we are still a couple of releases away but we are heading in that direction and heading fast. Thanks to our enthusiastic early customers in FMCG and Consumer Durable sectors, we have consistently got feedback on what will help them. We have tried to be good listeners and process every bit of feedback they gave us. In the mad rush of prioritizing these feedbacks and our own observation of adoption behavior, we have kept one ambition alive – Creating the best enterprise mobile application of the world.   Staying Continue Reading →

World's Best Enterprise Mobile App is arriving…

Yes. We are aiming at nothing less than that. I believe we are still a couple of releases away but we are heading in that direction and heading fast. Thanks to our enthusiastic early customers in FMCG and Consumer Durable sectors, we have consistently got feedback on what will help them. We have tried to be good listeners and process every bit of feedback they gave us. In the mad rush of prioritizing these feedbacks and our own observation of adoption behavior, we have kept one ambition alive – Creating the best enterprise mobile application of the world.   Staying Continue Reading →

New-age Sales Force Automation

Traditionally Sales Force Automation refers to automation of all the business tasks such as customer contact management, order taking, stock reporting, order tracking etc. BeatRoute is a new-age Sales Force Automation software platform that uses modern technology to open up new possibilities for any field sales force particularly in FMCG and Consumer Durable industry. In fact a better phrase for what BeatRoute delivers is Last Mile Retail Coverage". Expect following from this innovative platform –   Intelligent Field Force BeatRoute offers contextual intelligence to sales personnel in the field in while performing business tasks on the mobile application enabling him to Continue Reading →

Secondary Sales Tracking

Do we really need to tell you that what manufacturer sells to its direct customers such as distributors or stockiest is called Primary Sales and what these direct customers sell to dealers or retailers is called Secondary Sales? We know most of you already know it but just to put things in context before we discuss specific points. Well on that note let’s also state that what finally consumer picks from the retail store is called Tertiary Sales unless there were other parties in the chain Continue Reading →

5 Points to Ponder about Sales Force Automation for Secondary and Tertiary Sales

1) Sales Training Automation If you thought you are going to call the field users in a classroom from every far-off territory to train, it’s not going to work. Repeating that for newly joined resources is even more impractical. The software platform that you choose has to come bundled with a mechanism to A) propagate training through the sales network hierarchy itself B) access to multi-media reference material within the mobile app   2) Sensitivity to End User Experience Keep it simple – Make a clear distinction between functionality that is core to your goals and functionality that appears fancy Continue Reading →

TC, PC, BPA and what else is your Sales Force Effectiveness metric?

In FMCG industry, Sales Force Effectiveness (SFE) metrics can be as complicated as one wants to make them. There is no perfect answer that fits all, but there are some bare essentials. We genuinely want to know what works for you as a sales leader. So do respond. Put your comments on this blog. However as a starter, we are just summarizing what hundreds of customers and prospects desired as we interacted with them over the period. Metrics presented here are the absolute essentials. Before we go into each one of these, let’s not forget all this measurement is required Continue Reading →