Validating Sales Reporting Done by The Promoters in Mobile Industry

In today’s world of technology, everything is getting driven by the use of applications. Even the sales reporting done by brands’ sales executives/in-store promoters is happening at the click of a button through an in-house application or any market app for sales reporting.

The sales executive is reporting daily sales numbers on these applications for their target achievement and incentive calculation. At this point, it is imperative that the brands validate every single report done by these promoters.

Technically, with Mobile brands, the sales acknowledgment of this reporting is through the activation of the phone. Whenever a mobile handset is sold to the customer and the handset is switched on and connected to the internet. The sim is placed, the activation of the IMEI number is received by the mobile company through internet pings, meaning that the signal is being received by the server from the handset, thus confirming the use of the handset, and that particular is recoded as activation of the handset. In simple terms, it is believed that the handset is sold to the end customer.

Since this last mile sale is not recorded by the mobile company through invoice/bills, the same being tertiary market, the brands rely on the activation data, and the same is expected to be punched by the sales promoters on the application as ‘sales reporting.

However, many a time, mobile companies face a discrepancy in activation and the sales reporting done by promoters on the application, which creates a disruption of actual sales target achievement and incentive calculation of the promoters. This may be because of the wrong activation captured or wrong sales reporting by the store staff.

To solve this issue, a second level check is suggested, i.e., having a second activation check of the IMEI. This second activation means receiving continuous signals from the handset post-first activation. The mobile handset company should check whether subsequent activations are received in the next few days from that IMEI or not.

This data mainly helps in syncing the activation numbers and the daily sales reporting punched by the sales executive on the application. If the second activation is received, it is believed that the handset was sold to the customer, assuming the mobile phone is in use, and hence, this data helps as a second check in case wrong sales are reported by store staff.

At times the sales executive claims/reports that the handset was sold on a particular day, but the activation data shows a different picture. Ensuring second activation checks helps in establishing correct reporting done by the sales executives.

Topics: Sales Staffing & Management

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