Tag Archives: Sales Network

‘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.

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.

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