Case Studies

Channel Sales Management For A Smartphone Brand

Objective

Client is one of the largest manufacturer of smartphones and was looking for a sales management partner having the following capabilities:

  • Pan India operations capability
  • Robust technology platform for operations tracking and reporting
  • Expert manpower for project management and sales management

Approach

The key steps in project execution were as follows:

  • Hiring of experienced sales team members - Hired sales professionals with experience in smartphone distribution. Channelplay's already established image in the industry helped in attracting good talent.
  • Placement of product at right outlets - Industry experience, strong project management and efficient field sales teams made it easy to place the product at right outlets.
  • Use of field force automation solution which enabled online visit & attendance reporting, auto-tracking of visit compliance and real-time visibility of actionable data.

Outcome

The project successfully met its objectives and the key highlights were as follows:

  • Hired and on-boarded 60+ sales people and deployed them across 40+ cities/towns
  • Started getting double digit growth from second month in 15+ cities
  • Achieved product placement at 2000+ outlets
  • Achieved 98% reporting compliance in the first month itself with each store visit report validated through geo tagging and time stamp

Topics: Sales Staffing