When you decide to implement a software solution in your organization, one of the biggest challenge that you face is ensuring your data will remain safe, secured and compliant as per company or government policies. A lot of time and energy of many people, including that of senior stakeholders, is spent on addressing those concerns and mitigating the associated risks. And the same holds true when you are planning to roll out a Sales Force Automation solution as it captures valuable information such as market penetration, beats, sales data, customer credit history, marketing campaigns, new launches etc. While an exercise to evaluate those... (read more)

Tracking and improving productivity of the field team managing retail execution is one of the most important priority for any company these days. No matter whether the team is tasked with performing visual merchandising activities or capturing secondary order details or expanding retail footprint, you can only manage their productivity provided you have defined right set of KPI metrics for your team and enabled them with a state-of-the-art mobility based SFA solution which can track those metrics. It’s and old practice to track field team productivity by simply counting number of daily visits / calls. While this may work well in some... (read more)

A sophisticated app-based Sales Force Automation solution for field team is probably the most common initiative any brand is taking these days to enhance the productivity and effectiveness of its retail field force. Be it a global FMCG major or a fruit juice start-up, it has become almost like a mandate that all retail execution activities (such as order taking, fulfilment, retailer stock taking, visibility, merchandising, competition activities etc.) should be tracked by enabling the sales executives or merchandisers with an SFA mobile app. What’s relatively new though is providing a similar solution to their supervisors or team leads (or... (read more)

For decades, SFA implementations have had a higher failure rate than most other types of enterprise software. As per some leading industry research analysts, the failure rate is staggeringly high at 60%. It’ not very uncommon that a big bang go-live of a great SFA Solution is followed by gradual reduction in usage within few months and eventually a complete closure soon after resulting in complete waste of time, money and effort of so many people. One of the biggest reasons of such failures is zero or insignificant support from the SFA vendor post implementation. This is one area which is of huge importance, but still clients miss out... (read more)