Case Studies

Sales Management For A FMCG Major

Objective

The product in focus is a nutritional supplement to provide pregnant and lactating mothers the best in class nutrition for their health. The client wanted to partner with a company which could pitch the product to doctors (gynecologists & pediatricians) through their field teams, educate them on the product, hold counseling sessions for patients and eventually help increase brand awareness, presence and sales.

Approach

The key activities in project execution were as follows:

Hiring of field sales team - We hired a team of field sales representatives having education background in nutrition along with relevant experience. For this we targeted different sources of hiring like employee references, medical colleges and online job postings.

Online reporting tool setup - To have a smooth flow of information an online reporting tool was setup which helped in collecting data on doctor visits, counseling sessions and independent clinic visits in real time.

Outcome

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

  • Double digit growth was recorded month on month for three consecutive months
  • Real time tracking of field team's activities helped in team discipline and increased productivity
  • Through the online reporting tool backend data was made available to stakeholders for performing actionable analysis
Monthly team reviews provided a platform for sharing challenges as well as best practices which helped improve overall performance

Topics: Sales Staffing