Overachieving Sales Target for Bosch Cordless
Bosch, a global leader in power tools, is an organisation constantly seeking opportunities for improvement. After all, being an industry leader requires staying at the top of their game. Recognising the need for a partner who could offer not just manpower but an integrated, data-driven approach to sales operations, Bosch turned to Channelplay. Over the last six months, this partnership has driven Bosch to achieve an average sales target achievement of 110%. This case study explores how tailored recruitment, sales force automation, and end-to-end management of the sales team helped Bosch expand its cordless tool market and optimise field operations.
Client's Requirements
Bosch aimed to penetrate the market for their cordless tools, specifically targeting industrial and manufacturing sectors. They required a tailored approach to ensure that their cutting-edge tools gained traction across India, focusing on three key areas:
1. Increase Product Demonstrations: Demonstrations were critical to convincing both sub-dealers and customers of the benefits of cordless tools, which required extensive on-ground efforts from Feet on Street (FOS) teams.
2. Efficient Field Operations Tracking: With a wide geographical spread, Bosch needed a reliable way to track FOS activities to ensure on-field hygiene.
3. Accurate Sales Data Reporting: Real-time insights into sales data were necessary to dynamically adjust strategies and ensure that efforts were focused based on the area.
Why Channelplay?
Bosch chose Channelplay because of our proven expertise in managing complex sales operations in the power tools industry. Channelplay's ability to offer a full suite of tailored services, backed by cutting-edge technology, made them the ideal partner to execute Bosch’s ambitious plans for market growth. Three key differentiators stood out:
1. Comprehensive Service Offering: From recruitment to attendance tracking and payrolling, Channelplay managed every aspect of field operations, ensuring Bosch’s sales teams were always supported and on track.
2. Bosch-Aligned Recruitment: We carefully selected Field Sales Executives (FOS) who perfectly matched Bosch's criteria. These individuals were responsible for onboarding, engaging, and educating sub-dealers about Bosch's cordless products through engaging demonstrations. The FOS executives were key in building strong relationships with sub-dealers. Given Bosch's preference for candidates with B2B sales experience, our extensive network and expertise in this domain made us an ideal partner.
3. Technology-Driven Solutions: The 1Channel Sales Force Automation platform gave Bosch full visibility into daily field operations, enabling real-time adjustments to maximize efficiency and performance.
Our Approach
Our approach was built to deliver Bosch’s vision of expanding their cordless tool market by addressing the challenges head-on:
1. Field Officer Recruitment & Training: We recruited and trained FOS executives to not only perform demonstrations but also to become advocates for Bosch’s cordless tools. Each team member was trained to understand customer pain points and demonstrate the value of cordless technology.
2. Daily Field Operations Tracking: Using the 1Channel app, FOS teams' visits were tracked in real-time. This ensured that every key industrial and manufacturing area was covered, leading to higher visibility for Bosch’s products.
3. Sales Tracking & Reporting: With real-time tracking of sales through the 1Channel Sales Force Automation app, Bosch could quickly identify trends and underperforming areas. This allowed them to allocate resources effectively and focus on regions that needed additional attention.
Outcome
Channelplay's comprehensive management and the use of advanced technology significantly contributed to Bosch's success. Key outcomes include:
1. 110% Average Sales Target Achievement: Over the last six months, this partnership has enabled Bosch to achieve an average sales target achievement of 110%.
2. 100% Visit Compliance: FOS visit compliance reached 100%, ensuring full coverage of target areas and maximizing engagement with sub-dealers and customers.
3. Increased Demo Reach: Through precise tracking of field activities, the number of cordless tool demos conducted by FOS increased, leading to greater awareness and endorsement by sub-dealers.
4. Focus on Underperforming Areas: Detailed sales reports generated by the 1Channel app allowed Bosch to identify underperforming regions. Channelplay then implemented targeted strategies to enhance performance in these areas, further boosting overall sales growth.
Conclusion
Channelplay’s end-to-end management services, supported by the real-time tracking capabilities of the 1Channel app, played a vital role in driving sales and enhancing market presence for Bosch cordless tools. By continuously refining strategies based on real-time data, Channelplay helped Bosch achieve consistent growth and build stronger relationships with sub-dealers, ensuring a lasting impact in the competitive power tools market.
