Tag 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 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.

Order Maximization – A game changer

Maximising orders by retailers is critical to any sales driven business, especially for FMCG and Consumer Durable product companies. This lever worked on effectively with the sales team, can have a major impact on the top line of the  FMCG and Consumer Durable product companies. 

However, this isn’t a cakewalk – as anyone who’s been in sales knows – and the challenge only multiplies when trying to drive this across an entire field sales team. Just a few challenges and pitfalls can drastically hamper order maximisation efforts and sales.

A key aspect that can hinder a sales rep is visibility of current stocks at the retailers – limiting their ability to sell the right products to them. To make things worse – some outlets don’t stock certain products, which sell well in the same neighborhood from other outlets.

Another key hurdle is the sales reps not knowing 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 suffer a Chinese whisper syndrome and are dramatically twisted as they pass on from the headquarters to field force and then finally to the retailers. Further making things harder – the absence of any actionable insights hinders the upsell and cross-sell prompts, in more ways than one.

With BeatRoute, we’ve built a solution that helps you tackle all of the aforementioned challenges, and more – enabling you to empower your sales reps to go the full nine yards to maximize each order at each retailer.
How, you ask? Here’s how: BeatRoute does this through two key pillars:

  • A Scheme Engine, with Up-sell and Cross-sell, prompts
    • Set Up – BeatRoute makes it easier through a flexible scheme setup interface, which covers various different types of schemes.
    • Targeting – A product will never fail to reach where it is actually needed, with a special focus on the region and customer class/ type.
    • Auto Application for Sales Reps through the App – Schemes are auto-applied on all orders, on the app the Field Sales Team. This helps the reps more actively cross-sell and up-sell prompts.
    • Works Offline – To have a complete functionality and productivity regardless of network and connectivity issues.
  • A Recommendation Engine
    • Order Suggestion – BeatRoute helps your sales reps by having a  strong backend proprietary algorithm to predict and suggest orders to them
    • Proprietary Algorithm – That factors in various parameters including outlet history and neighborhood buying patterns, to drive more insightful recommendations.
    • API – For enterprise customers to embed their own AI system output

Seems pretty astounding for a single app to be helping with all this – doesn’t it?

But with BeatRoute, you get all of this – and much more. In addition to helping you maximize your orders, BeatRoute can help your visual merchandising campaigns and is a One Stop Solution to all BFSI Woes and FMCG. 

Packaged up with all of these features and more – BeatRoute can make a major impact on the productivity of your sales team. Now, nothing should possibly stop you from collaborating with us.

You could leave your details with us here, or write to us at sales@vwBeatRoute.com and we’ll get back to you and get you live within 3 weeks.

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!