Tag Archives: Feet on Street

Field CRM and Lead Management

 

The ‘lead info’ clearly travels a lot of steps before it reaches the sales rep, who actually becomes the face of your company.

For any other industry, it might be an area which can be slightly neglected, but when Banking Finance, or Insurance companies are taken into consideration, the most important lever of winning a client is a face to face meeting.

Sales reps are the ones who do these meetings and are responsible for converting a lead to a customer.

So, are you ready to risk your potential customer?

Just imagine the scenarios that could go wrong when a generated lead travels this chain. Information is twisted, mixed and miscommunicated more than often and also stands a chance to be completely missed out, because a human brain cannot possibly remember each and every detail.

And even if the lead manages to travel safely through this chain and reach the sales manager, what are the chances of it reaching the most appropriate sales rep and at the most-apt time?

There are a number of problems that might occur when a lead is assigned to a sales representative.

The sales rep might-

  • be on leave or be unavailable on the day that the client has asked to meet
  • have never dealt with such a client
  • not have a background of the lead
  • not know at what stage the lead is at
  • not know the amount or the level at which the client is willing to spend
  • leave the job or discontinue without notice

These are just a few problems, the list of things that could go wrong is quite larger.

How does a typical company create a lead?

A company uses various software and methods to generate leads, like advertising on ATM machines, sales reps in malls and most importantly telecallers. As soon as a lead is generated, it gets saved under a particular customer ID, which is entirely unique to that particular customer.

After collecting a set of information about a person like earning and age. Next step is of making calls and setting up meetings.

How BeatRoute solves these problems?

BeatRoute is one of the pioneer apps, that provides Field CRM. When talking about field CRM it means CRM with an additional information about longitude and latitude of a sales rep.

It really is the best in class when it comes to field force automation, with a wide range of features, listed below.

Integration with existing CRM

BeatRoute has made the impossible possible, it can integrate any CRM (that a company might be using) directly with BeatRoute. So, no matter where a lead is coming from and in which format, with the use of API it can easily be integrated and made available on phones of your sales rep, to be effortlessly accessed while on the go. It can integrate two systems efficiently even if the languages are completely different, so both profit from each other.

This cuts down the trouble of manually passing information from one department to another or of filling the details in an excel sheet (generally used by the companies). BeatRoute additionally cuts down the chances of de-duplication of leads.

Assisted Lead Assignment

When a lead is generated it gets assigned to the regional manager. Now he/she has to assign the lead to a sales rep. With BeatRoute the manager can see-

  • The area which the sales rep covers
  • Even his/her exact location
  • The kind of clients a particular sales rep deals with
  • The leave status (all the days that he/she won’t be available on)
  • And also make a call through BeatRoute (as it integrates itself with phone’s calling system, so a call can easily be made without jumping out of the app)

With the following information, the manager can easily find the appropriate sales rep and assign him the lead comfortably.

A lead assignment is thus done based on availability and location and not on assumptions, so the sales rep benefits from it too. He/she gets the entire information about the lead, from the history, interests to details like location and preferred time for the meeting. The visit can thus be planned accordingly, and without a fuss, with integrated google maps for location. The scheduled meeting also gets automatically merged with google calendar of the sales rep.

Lead Information on Mobile, that too Offline

What if we tell you that BeatRoute makes the CRM remotely available to your field force?

Yes, that’s true. With BeatRoute all the gathered CRM, is available on mobile phones of almost everyone in your team. So your sales reps, which were otherwise completely dependent on the backend people in the office, have all the details in their hands now; and can answer all the query of your lead right then and there, instead of calling the backend office and waiting for a reply.

So the chances of lead information getting lost are ticked off entirely. Plus, the information is always accurate and can be referred to as an when required.
Furthermore, with BeatRoute the sales force automation become 10x better with GPS based field coverage, geo-tagged visit transactions, route optimization and more, backed by location intelligence.

Detailed Lead Profiling

BeatRoute is designed keeping the people on the ground in mind and to make their work easier and much more effective. The leads can have types, subtypes, labels, visit notes and stages attached to their customer IDs.

  • Customer Type & Subtype– These can be used to notify what kind of purchase is the lead interested in,e.g., insurance policy, mediclaim or loan etc.
  • Stage– Each company uses different terminology to refer to the stage of their lead. BeatRoute allows you to use your company’s lingo and label your lead accordingly, e.g, hot lead, warm lead; prospect lead, potential lead etc.
  • Custom Labels- This enables us to further differentiate the customer type.
  • Visit Notes– After a meeting, or even if the meeting couldn’t be arranged, the agent can leave specific notes against the lead, e.g, phone not picked up, next meeting scheduled etc.  

All of these is visible to everyone who is in the chain of the particular lead. This again enables the managers to have an overall control and it also acts as a backend data so that another rep can easily pick it up from there in the case of unavailability of the assigned sales rep.

Mobile-based Multimedia Demonstration Content

What if your agent is meeting the perfect lead and he/she is one step away from buying your service but the lead needs to see a few more details or a demo? Can your agent risk it by asking the client to wait for a few days to get back to him/her?

With BeatRoute you can store and publish content on the app in the form of PDFs, Videos, Audio, word documents, pictures etc. These may contain detailed explanations and various factors that might come handy for your team on the ground.

The sales rep can even share a soft copy with the customers if needed. And don’t worry about your data being misused as all the data rolled out, can be monitored down to the very end. An option of targeted rollout is also available that helps in having a control over your team. As and when a demo is given it gets saved in BeatRoute with location and the duration for which it was open or played. So you can be sure if your agent has actually done an effective marketing and with the right customers or not.

KYC from mobile

If dealing with financial services, the most important aspect is the verification of a person and having others details about him/her. BeatRoute gives an option of punching in the Aadhar Card, PAN Card and such details of your potential client. In a typical scenario, the rep takes these papers gives it to the backend office who then verifies and uploads them. But with BeatRoute the sales rep can directly feed in the details. The backend office has to just wait for a physical copy to get there and the work is all done. BeatRoute facilitates the process and makes it much faster.

Configurable Team Performance Scorecards

There is one dedicated sheet where the aggregated data can be seen. It is a separate automatically created window that helps a manager to keep a record of the work done and a sales rep to know his/her actual performance. This is measured by-

  • In-field presence and for how many hours- The sales rep can integrate his/her information from the phone about the location. Thus influencing the presence report.
  • Status of monthly based targets- If these are not met the agent will get the notifications from time to time so that he can do the needful.

The above-listed features are just a facet of BeatRoute.

Additional technologies that it empowers you with:

  • Announcements and Push notifications– which can be targeted or rolled out to the whole team, e.g., announcements by senior management for a global meet or a new company policy. And, one doesn’t have to even open the phone to see it.
  • Smart Filters- to help managers segregate and look into leads easily.  

Are you still looking for a reason to try out BeatRoute?

It’s an app that handles your overall sales rep management and makes it available on your phone. So you never lose out on a prospective client and even the slightest of details about the status of your sales rep, while your team is on the field. Additionally, BeatRoute helps cover a lot of other areas, so give it a try today and understand how to best optimize your Banking, Financial and Insurance Services and much more. Give us a call at +91 9999463675, or visit our website.

‘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 undoubtedly tough, as there are numerous factors affecting it-

  • Competitor products in the same space
  • Lower price for a similar product
  • Customer’s comfort level with the previous product
  • Customer not properly told about the product
  • Wrong USPs passing through


Navigating These Perils

Thus, there is an essential need for a meticulously strategized plan to convince a customer to choose your product.

If you work with a team on the field, execution of sales strategy has many challenges-

  • Field teams are distributed by definition
  • The strategies go through the chinese whisper syndrome
  • Marketing plans, strategies, and communication go through a hierarchy of managers
  • Maintaining standardized brand and product communication

No matter how great your product is, if the benefits are not correctly or effectively shared with the customers, why will they buy it?

Communication is Always a Challenge

Owing to the huge size and hierarchy of the field teams, important information like the USPs, product information, service information, and schemes are frequently miscommunicated, and the lack of a single channel communication makes it even more difficult. Moreover, the mode of knowledge sharing for the field forces is restricted to their managers.

However, even this communication is not up to the required standard, as the communication between them is restricted to the limited time span that they have. The barriers to communication are plenty, as more than often this communication is verbal; resulting in a lot of drop-out and miscommunication. The only form of written passage of information is through a brochure or some printed leaflet and documents.

Ultimately the USPs, little technicalities or how the product even works is not understood through and through.

The said problems can be the difference between your product being a top seller or just one amongst many.

It goes without saying, an effective solution is quintessential for solving these problems, which not only enables your field force team to have a better understanding of the product, but also communicate it to the customers hyper-efficiently. In addition to that, a substantial communication channel is indispensable here.

What’s the Solution?

BeatRoute is a B2B application that comes with unmatched technologies to tackle the problems of USPs suffering the chinese whisper syndrome, the schemes not getting accurately explained to your customers and product and service information getting lost, owing to the lack of a single channel of communication. BeatRoute empowers your team with tools to communicate effectively, driving positive business outcomes.

‘Convincing Demo, Sure Sell’- through team learning with BeatRoute

BeatRoute is an intelligent field execution platform that makes every field team member 10x more effective. It is a one-stop platform that helps you drive more sales through field teams. One of the key use cases that BeatRoute solves is helping the organization communicate and deliver standardized communication to its Field Teams and Customers. A few pillars make BeatRoute’s mechanisms foolproof-

  1. Multimedia Content

The chances of your product being successful should not be based on the memory of a field force person, rather on solid formats that the field force can refer to, as and when needed. BeatRoute allows you to store and publish content on the app in the form of PDFs, Videos, Audio, word documents, pictures etc. These may contain detailed explanations and various factors that might come handy for your team on the ground.

Based on your product or need these can be neatly divided for easier understanding and quick accessibility.

  1. Training

With everything stored in the app, BeatRoute gives you and your team the power of learning. A manager can easily publish pieces of information to the app and in one go the whole team will have an access to it. This ensures that no member of your team is exempted from receiving even the slightest of the details. So you can train your entire team, sitting at one place through demo videos, well-explained PDF documents, and brochures designed specially in the language of the field force.

  1. Assessment

It’s often a concern for the managers whether their team was actually able to grasp all the information and understand it to the extent of actually using it effectively.

BeatRoute has a solution for that as well. Within the app one can make assessment modules linked to a particular training content. The team can be asked to fill these, thus making it easier to understand how much has a team member ascertained. These assessments don’t come with a marking or grading system, so your team never feels judged rather they understand it is solely for the purpose of making the training documents more easy to grasp. What more? These results can be ascertained in seconds.

  1. In-field Sharing & Demo

The data stored in the app can be shared, not only with the shopkeepers and agents but directly to the customers as well.  

Consider a product of a financial company, if a customer asks a particular question or a query, your field force can share with him/her particular documents and policy information for their satisfaction. What makes this feature even more amazing is that your customers don’t need to have the app, the documents are directly sent to their emails. Moreover, the brochures, objection handling documents, etc. can be shared with customers with a single click.

  1. Secure Multimedia content set up for Demonstration and Learning

With all this sharing, the question of security and your content getting misused is bound to come in your mind. But worry not, the security of your documents is entirely in your hand. You can choose which documents you want to be shared and those will be the only ones that will be shareable.

  1. Content consumption assurance

Having covered the training and assessment segment we have also focused on fetching content consumption analytics for the same. BeatRoute is designed in such a way that each training documents rolled out by you is monitored down to how many people have actually opened it and for how long.

Exactly when you thought you couldn’t be more in control, behold!

BeatRoute is an intelligent platform through which you can target stores and get accurate analytics of when, where and by whom a particular content was played or viewed. This data can collectively be used to check if the content was shared efficiently at the target location or not. Thus, chances of fiddling are cut down to negligible.

With BeatRoute, we’ve built solutions that help you tackle all the field force handling problems that too with diligence. Enabling you to empower your field force and making them self-sufficient, is our ultimate aim.


Last, but far from least.

We recognize that dissimilar teams and people at varying levels, need different content for training.

BeatRoute allows you to target your content and send it to specific teams. This not only saves time but also makes your work more systematic, as separate content can be sent based on the size and location of the stores as well.   

To top it all, we present to you the most cherished weapon of BeatRoute, Offline- which means all of the above-mentioned features can work even if there is low or almost no connectivity on the mobile phones.  

Equipped with such astonishing features, nothing could possibly stop you from getting BeatRoute for you and your team.

Start with BeatRoute now, for a one-stop solution to all your sales and field force challenges and get rid of the losses caused by the gap in communication.

Each of these features is meticulously planned and provide an excellent user experience.  Further, regardless of the industry BeatRoute has got a lot more power packed specific use cases designed for you. If you are in sales you would definitely be doing visual merchandising, read here to know how you can best optimize it and for BFSI there is a lot you can do to leverage it through.

Sounds just about perfect, doesn’t it? Give us a call at +91 9999463675, or get started for free  and we’ll help you get the most out of your field force.

GPS Tracking – The Game Changer for Field Force Management

 

Technology is essentially changing the way we do our business and why shouldn’t it? With the growth of any business that has a field force, it becomes a pressing need to have a closer eye on each activity; robust GPS tracking could be a possibility here. Handling a field force without technology is not only beyond the bounds of possibilities but unintelligent as well.

No matter how big or small your team is, managing and monitoring it, effectively, is difficult. And helping them do their job better is undoubtedly a big challenge. One of the key things about managing a field force is enabling them to do their jobs better.

 

Why is GPS tracking important and its challenges?

Regardless of the context of your business and operations – a core pillar of a field force is and will always be their coverage of a set of locations. These locations take many forms – in FMCG and Consumer Durable space – they’re retailers, in Pharma – they’re chemists and doctors, in BFSI – they’re customers themselves; in all of these contexts – GPS based location tracking of your field force can be a gamechanger.

GPS tracking allows you to know, firstly, that the person was essentially there where they were supposed/needed to be. Secondly, through an additional layer of timestamps – you can solve for tracking key aspects like…

  • Attendance surety
  • Presence Hygiene
  • Facetime with the customer
  • Actual & timely coverage of the beat plan

 

With BeatRoute, GPS based coverage by your team and tracking and monitoring it, not only gets tremendously effective, but is also further enhanced with supporting features that makes it very powerful.

BeatRoute has made offline sync a part of the everyday reality now with the much-anticipated advent of tools. Poor or even no connectivity, won’t be able to hamper the work of your ground team. This not only enables you to eradicate the chances of hearing to excuses, but also your team members will have the satisfaction that their work will be worth the effort, and won’t go unnoticed.The moment a person creates a customer or a retailer the picture is geotagged. The GPS gets stored locally on the mobile and the moment they get connectivity, it gets synced to the server and the owner can see it.

It is sure to bother, even the most subordinate member of your team, that a tracker like this might hinder their privacy. But with BeatRoute you can be sure that a lot of thought is put into the slightest of the details. Keeping that in mind our tracker is so designed that the privacy of a worker, stays completely intact but whenever an action is done on the app, his/her timestamp & GPS is captured. Thus, BeatRoute empowers your team with a digital footprint and captures it when required without risking their privacy, at all times.

Once assured of the fact that the team is actually moving, what concerns the sales managers is the quality of the work done on the ground. It is practically not possible to go everywhere that your product is, and that is the reason you have a field force, isn’t it? But what if your ground team is not doing effective interactions and you keep missing out on important sales/ non-sales transactions.

With BeatRoute, we assure you- you’re covered for challenges, even those that you haven’t even thought exists.

With us, you will be assured that discipline in the field coverage is happening and you hold a bird’s eye view of each aspect of it. BeatRoute works with zero or poor connectivity, and is a great support for large team maneuvers and integrates sales managers with their field team. In a nutshell, BeatRoute is the go-to solution when it comes to effectively handling one’s team.
Any other questions before you change the way and get to the top? Write to us at  sales@vwBeatRoute.com and we will clear all your doubts before you begin your new journey. Apart from this BeatRoute can help you with visual merchandising, maximize your orders and is a One Stop Solution to all BFSI Woes.

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 leads to the right sales agents
  • Dynamic learning of sales agents
  • Ensure field coverage by sales team with prospects
  • Tracking geographically dispersed lead funnel

And a lot many more…

An app that provides a solution to all of this and much more with finesse, does every service with a client-specific clarity armed with fail-proof tools, and, singularly tailored to execute perfection, sounds hypothetical but is exigent.

BeatRoute is a solution for intelligent field execution, that helps overcome a lot of hurdles and drive results from a BFSI team.

Targeted features devised with detailed attention to the industry nuances of BFSI is how BeatRoute has been built, along with a learning and demonstration set up to ensure a thorough execution right down to the last member of the team.  We are the ultimate intelligent field execution platform with tools that aim at the very best action plan for winning results that can become a driving factor in your success.

How can  BeatRoute help? Fair question.

  1. We help you manage, track and act on your leads – better. All of which leads to more, and happier customers.
  2. We provide you with building geo-mapping, and geo-tracking into your sales strategy and execution. Right from territory allocation to location-based field coverage and audits – you’re taken care of.
  3. We create aids for the business context and users – from notifications to detailed insightful scorecards and analytics, to proper learning functionalities on the app. All to enable easier adoption, and better results

Sounds wicked, doesn’t it? This detailing of key features and USPs for your BFSI team will leave your jaw on the floor, we assure you.

  • Lead Aggregation and Customer Profiling: Including on the go lead creation and the uploading of the “Know Your Customer” and Profile documents; all of this – along with intelligent lead allocation and de-duplication engine to ensure maximum efficiency of your sales reps
  • Learning and Demonstration: An approach built for inclusiveness that comprises of a thorough training and assessment setup, role-based targeting and reporting and analytics of training consumption. The training itself allows for multimedia content setup and delivery, viewing the training offline and infield sharing. All of which makes it easier for your sales team to get the training, and for you to check they’re getting it.
  • GPS based field Coverage: Building in a geo-mapped lens to the entire business. Right from Territory Planning and mapping to, Field visit routes and planning, Assured adherence by field team through GPS tracking, tracking compliance to coverage norm tracking and in-store promoters actually being present
  • Lead Management: Proper lead management and tracking to ensure the business as a whole lets nothing slip through the cracks. With lead tunnel tracking, stage-wise automated triggers, GPS tagged field visit logs and more.
  • Business Need Features: Our service USPs include real-time alerts on product policies and HR notifications, scheduled and event-based alerts to ensure hindrance free working and role-based notification delivery. Further – a Configurable scorecard helps capture performance – with Target vs. Actual, Real-time updates on Configurable KPIs.

With this set of features and a lot more under the hood, we guarantee that we can level up your field sales team execution game.

Get Started with BeatRoute now – we’re forever free for everyone, and you don’t need a credit card to sign up! Contact us and we’ll help you go live within 3 weeks!

Turbo Charging Your Sales Network

Biggest psychological bottleneck to expanding sales team in far flung locations is securing efficacy from a remotely located team. When you are away from your teams, you need to be even surer of what is getting done on day to day basis. Economical smart phones equipped with a GPS driven mobility platform are making it possible. Sales Force Automation is no more an option.

Sales Network

For smart marketers and sellers Focus has truly shifted from “Making a remotely located team work” to “Making things work remotely”

Don’t Leave a Store Untouched
If you are sure, your product is going to sell throughout the country, you would rather take control of taking your product to every retail store. And possibly to any part of the world.

 

Distributor stones fall on only some store
It‘s never enough to appoint distribution partners. A consumer awareness campaign never gets it due return until you touch every retail store and make sure your product is stocked and displayed well when a consumer walks into a store.

 

Being sure of the last mile is going an extra
Technology has made it possible to ensure remote sales representatives, irrespective of whether they are on your payrolls or distributors’, visiting every stores and maximizing sales. Smart companies have been able to grow their sales team fearlessly in remote areas at a pace that used to make them nervous earlier. Technology ensures the efficacy of the team’s efforts and one can view the field coverage miles away from the headquarter.

 

Getting the field force connected is like getting closer to the customer
Most wonderful part of getting a remotely located resource be connected and be visible through the entire hierarchy all the way up to headquarter is getting your feet on the street enthused with energy. I am not just talking top-down visibility here. Needless to say it only gets you closer to the customer.

See how it works – http://www.slideshare.net/slideshow/embed_code/32261201 Continue reading Turbo Charging Your Sales Network