Case Studies

Sales Force Outsourcing For A Software Major

Objective

The objective of the program was to drive ‘best-in-class’ execution across 5000 retail stores through a competent field force comprising of Area Managers, Sales Representatives, Trainers (Master and Field), Promoters and Visual Merchandisers across following retail channels:

  • National Managed Retail
  • Semi Managed Retail
  • Breadth Retail

Approach

Key activities in program execution were as follows:

  • Recruiting, training and managing 350+ field sales personnel
  • Profiling of all the mapped stores by capturing key details like

Coordinates - Name, address, channel classification, number of promoters

Business Potential - Device shipment

Guideline Adherence - Number of devices on display, number of devices switched-on, internet connectivity details, etc.

  • Driving the Business Development Team to understand and deliver the channel specific priorities

Outcome

The program was a success and the key highlights were as follows:

  • Real time secondary as well as tertiary reporting using in-house field force automation solution - 1Channel
  • Improved tracking of field force attendance via photographs and location coordinates
  • Provision of actionable information to concerned stakeholders to improve overall employee productivity

Topics: Sales Staffing