Client's Requirements
Sleepwell, a leading bedding and mattress retailer, required comprehensive support to manage and streamline their growing Territory Sales Representative (TSR) program across multiple geographies. The organization faced several interconnected challenges that required an integrated, technology-enabled solution.
- High-Volume TSR Recruitment and Onboarding: With 70+ TSRs active across quarters, Sleepwell needed efficient recruitment processes to maintain consistent staffing levels, minimize vacancy periods, and ensure rapid onboarding of qualified candidates.
- Payroll Accuracy and Timeliness: Processing payroll for a diverse TSR workforce at scale required 100% accuracy, timely payment, transparent reporting, and flexibility for festival advances—all critical for workforce satisfaction and retention.
- Real-Time Productivity Visibility: Sleepwell needed comprehensive tracking of TSR attendance, outlet visits, work hours, and performance metrics across geographies to ensure accountability and optimize field operations.
- Efficient Claim Management: Managing reimbursements and claims for TSRs required a streamlined, paperless process that reduced turnaround time while maintaining full compliance with internal policies.
- Strategic Program Expansion: Beyond core TSR management, Sleepwell wanted to execute an additional Flexi Promoter program simultaneously, generating leads and driving direct mattress sales without compromising primary operations.
Why Channelplay
Channelplay brought a proven, technology-driven approach to sales force outsourcing with three key differentiators that aligned perfectly with Sleepwell's requirements:
- Integrated Technology Platform (1Channel): Our proprietary 1Channel platform enabled seamless TSR recruitment, payroll processing, attendance tracking, and performance analytics—all in one unified system—eliminating siloed data and manual processes.
- Paperless Operations (1Office): The 1Office claim management system transformed Sleepwell's reimbursement process into a fully digital workflow, reducing TAT significantly while ensuring audit trails and compliance at every step.
- Real-Time Sales Analytics (1Channel App): Our 1Channel mobile app provided TSRs and managers with geo-tagging, location-based analytics, dashboard visibility of outlet visits, time spent per location, and distance covered—enabling data-driven decision-making.
- Proven Track Record: With 17+ years of experience managing sales forces across 60,000+ retail outlets, Channelplay brought deep expertise in TSR program execution, seasonal scaling, and strategic workforce initiatives.
Our Approach and Execution
1. Integrated TSR Recruitment and Onboarding
Channelplay implemented a structured, technology-enabled recruitment process leveraging the 1Channel platform. We developed clear job profiles, established candidate screening criteria, and created an accelerated onboarding workflow that reduced time-to-productivity for new TSRs. Our process maintained candidate quality while achieving exceptional velocity.
- Streamlined job posting and candidate sourcing
- Multi-stage screening with consistent evaluation criteria
- Rapid background verification and document processing
- Automated onboarding workflows integrated with payroll system
2. Automated Payroll Processing and Transparency
We built a fully automated payroll system within 1Channel that processed TSR compensation with zero errors, ensured on-time payment every month, and provided real-time transparency to both Sleepwell and TSRs. The system accommodated festival advances and special payments without disrupting the core payroll cycle.
- Automated attendance data integration from geo-tagging systems
- Commission and incentive calculations embedded in platform
- Real-time payroll transparency portal for TSRs
- Festival advance automation and special payment handling
3. Real-Time Productivity Tracking and Analytics
The 1Channel app became the central nervous system for field operations. Every TSR's activities—attendance, outlet visits, time spent per location, distance covered—flowed into automated dashboards accessible to managers and leadership. This visibility enabled proactive management and rapid course correction.
- Geo-tagging of TSR locations throughout workday
- Automated dashboards showing attendance patterns and outlet visits
- Analytics on time spent per outlet and distance covered
- Real-time alerts for attendance anomalies or missed checkpoints
4. Paperless Claim Management via 1Office
Channelplay digitized Sleepwell's entire claim and reimbursement process using the 1Office system. TSRs submitted claims through the mobile app, the system auto-validated against policy rules, managers approved in real-time, and payments processed immediately. Reduced TAT, eliminated document loss, and created complete audit trails.
- Mobile-first claim submission interface
- Policy-based auto-validation of claim eligibility
- Streamlined manager approval workflow
- Automated payment processing and reconciliation
5. Strategic Flexi Promoter Program Execution
Beyond the core TSR mandate, Channelplay executed an additional Flexi Promoter initiative that generated 6,404 leads and resulted in 3,457 mattress sales. This program ran parallel to the primary TSR operations without creating operational strain, demonstrating the scalability and flexibility of our platform and execution model.
- Separate recruitment and training for Flexi Promoter cohort
- Integrated lead tracking and sales attribution within 1Channel
- Performance incentives aligned with sales targets
- Campaign management without impacting core TSR operations
Outcomes and Results
The partnership delivered measurable impact across recruitment efficiency, operational compliance, and revenue generation. Here are the key results:
Recruitment Excellence
- 97% Average Fill Rate: Maintained consistent TSR headcount across all quarters with minimal vacancy periods, enabling Sleepwell to execute field operations without understaffing challenges.
- 6.8 Days Average Recruitment TAT: From job posting to offer acceptance, Channelplay delivered qualified candidates in less than a week, allowing rapid scaling and replacement of departing TSRs.
- 78% Average Candidate Selection Ratio: Rigorous screening ensured high-quality hires with better retention and performance profiles compared to industry averages.
Operational Compliance and Payroll Excellence
- 100% On-Time, Error-Free Payroll: Every payroll cycle executed with zero errors and on-time payment, with complete transparency into compensation and festival advances—critical for workforce satisfaction and retention.
- 100% Reporting Timeline Compliance: All TSRs maintained 100% compliance with daily/weekly reporting timelines via the 1Channel app, providing real-time visibility into field operations and enabling instant performance insights.
Revenue Generation Through Strategic Initiative
- 6,404 Leads Generated: The Flexi Promoter program generated over 6,400 qualified leads through additional promotional activities and brand engagement at retail outlets.
- 3,457 Mattresses Sold: Direct mattress sales through the Flexi Promoter initiative contributed 3,457 units in revenue, demonstrating the commercial value of strategic workforce utilization.
Quarterly Headcount Management
Channelplay successfully managed TSR headcount across four quarters with precision:
- Q1: 71 active TSRs
- Q2: 75 active TSRs (peak season scaling)
- Q3: 66 active TSRs
- Q4: 63 active TSRs
This flexibility demonstrated our ability to scale operations up and down based on seasonal demand while maintaining quality and compliance standards.
Technology and Tools
The success of this program was built on three integrated Channelplay platforms:
- 1Channel: Our core sales force management platform handled TSR recruitment, payroll, attendance tracking, and performance analytics—the operational backbone of the program.
- 1Office: The digital claim and reimbursement system transformed what was a manual, paper-based process into a fully automated workflow with instant processing and complete audit trails.
- 1Channel App: The mobile-first field operations app provided real-time visibility through geo-tagging, outlet visit tracking, time analytics, and distance measurement—enabling data-driven management at scale.
Conclusion
Sleepwell's partnership with Channelplay transformed their Territory Sales Representative program from a traditionally managed operation into a technology-enabled, data-driven organization. The 97% recruitment fill rate, 100% payroll accuracy, and 100% reporting compliance demonstrate our ability to manage complex, multi-location sales force operations with precision. More importantly, the successful execution of the parallel Flexi Promoter program—generating 3,457 mattress sales—proved that strategic workforce utilization drives direct business impact.
This case exemplifies how integrated technology platforms, operational excellence, and strategic thinking can transform sales force management from a cost center into a competitive advantage. If you're looking to streamline TSR program management, improve recruitment efficiency, or execute strategic sales initiatives, Channelplay's proven approach can deliver measurable results.
