Case Studies

Sales Force Automation for Sales Promoters in Saudi Arabia

iLife is a leading global brand in Mobile and Laptop segment and was aggressively penetrating in the Saudi Arabian market. In order to manage the retail sales operations, they deployed 25+ sales promoters to cover all major cities of the kingdom including Riyadh, Jeddah, Dammam, Dhahran and Hail. However, they wanted to enable their sales team with a sophisticated sales force automation solution to streamline the sales operations and to get a real-time visibility of sales and stock situation in different retail outlets of major chains such as Carrefour, Lulu, Panda etc. And of course, they also wanted to track discipline of the sales team.

Approach

With easily customizable mobile app workflow and already built-in numerous real-time alerts, 1Channel was a perfect solution for what client was looking for. After doing necessary configurations and minor customizations, we were ready for the launch with a live system within seven working days. Some of the key steps taken to meet client’s end objective are as follows:

  • With quick and back-to-back meetings with client stakeholders, we explained exact master data requirement and got the 100% correct data on the very first go
  • Implemented geo-tagged and time-stamped attendance feature to track promoter discipline
  • Rolled out an easy and intuitive sales reporting workflow to capture units sold for each SKU along with unit price
  • Weekly stock reporting of focused SKUs to flash out a report of out-of-stock SKUs
  • Developed an interactive dashboard to get a quick snapshot of promoter performance, MTD Sales (both value and volume) across different models by emirates / retail chain and out of stock SKUs
  • Automated email reports were configured to send daily sales, attendance and stock reports to supervisors and other stakeholders

Outcome

With successful implementation of 1Channel solution, in-store promoters started reporting attendance, sales and stock data without any hassle and client could get complete visibility and insight of its sales operations across vast geography of Saudi Arabia. The key highlights are as follows:

  • Significant improvement in discipline and hygiene of the sales force
  • Promoters were more motivated as they had complete visibility of their target achievement
  • Automation of lot of daily tasks of the sales team freeing them up to focus more on sales
  • Quick replenishment of stock based on out-of-stock / critical stock information
  • Managers focusing more on course correction and strategic decisions rather than collating data over Whatsapp or E-mail
  • Quick auctioning based on the real-time email alerts and reports resulting in increased operational efficiency
  • Senior Management were enabled to take a call on upcoming product portfolio basis the sales trend visible to them

Topics: Sales Force Automation