7 steps to increase productivity of your sales force by over 70%
For past 2.5 years we have managed to improve productivity by at least 70% across more than 100 organisation. This experience has been scintillating especially when we see real benefits derived by feet on street workforce and the organisations who hire them.
We also measure/ refine the business steps the organisations take to reach / surpass that level of productivity gain and we have almost made a science out of productivity gain resulting in actual sales increase for organisation.
So what are these steps?
Step 1: Hygienic customer information through automation.
This is a critical step and foundation for entire automation exercise.
Bizom‘s mobile based automation gives you a complete visibility on your customer’s information along with geo-tagging their location.
This data is sacrosanct and hygiene of this information drives further productivity increase especially through superior actionable insights and analytics.
Time line from start of automation : 0-1 month
Productivity increase achieved by this step: 0%
Step 2: Automation of daily reporting for field force
Typically companies stop at automation. We believe, that this is just step 2. All the daily work and reporting done by field force should be automated using digital medium.
For example, Bizom mobile application allows you to plan your routine, capture all sale related activities, orders, collections and pretty much everything related to daily reporting of sales team including their claims.
At this step we request companies only to monitor compliance and correctness of data. At this level no additional monitoring or policing should be implemented so sales team feels comfortable with automation and can enjoy simplification of their job.
Time line from start of automation : 1-3 month
Productivity increase achieved by this step: 30% due to saving time for sales team in daily reporting
Step 3: Intelligent field force though better information
We strongly believe that any automation but especially sales force automation should be done bottom up to get buy-in from the entire team.
Which means first beneficiary of the automation should be front line feet on street sales force.
Focus at this step should be to provide information and analytics at the point of sales to the sales team to make the right tactical decisions.
For example, Bizom provides directions to reach customer, historical information about activities done at customer in past, current promos, schemes or discounts in effect, focus products, collateral like Videos, presentations and other materials which would be interesting to customers. We have even made Bizom intelligent enough to predict and suggest orders to sales executives.
Time line from start of automation : 1-3 months
Productivity increase achieved by this step: 20% due to better and more effective sale
Step 4: Actionable alerts & insights to middle management to win tactical battles
This is the only step which involves monitoring. Now that we have made our sales force intelligent, this is the time to give tools to middle management to monitor their team and customers more effectively.
For example Bizom provides teams with map view of their field force activities. It also gives simple traffic light dashboards to make correct tactical decisions based on current tactical parameters like total calls in day, productive calls, etc.
The biggest results we have seen though are from alerts !! Our alert modules sends notifications, sms messages or emails to middle managements automatically basis pre-defined anomalies found in working. This is by far the best tool we have seen for middle management to control market working and increase their span of control
Time line from start of automation : 3-6 months
Productivity increase achieved by this step: 15% due to effective monitoring of tactical activities
Step 5: Dashboards and reports for Top management
Now our bottom up automation is complete with right data and right working in entire sales team. Now is the time for top management to do strategic course correction using the insights all the sales data provides you.
For example Bizom provides insights like geographic, channel partner wise scheme spends. It also gives you view in to category wise channel wise sales / effectivity of your sales force so you can do better product distribution and demand planning. It also allows you to control spends through transparent and fast claims system.
Time line from start of automation : 6-12 months
Productivity increase achieved by this step: 10% due to real time strategic alignment in sync with market changes ..
Step 6: Improve moral of the team
After step 5 conventional automation of sales team is complete. Now is the time to be a bit unconventional. We have seen with Bizom that gamification of sales process makes it fun for sales team to use automation and be more productive.
In one of our customer , this step alone increased productivity by 200% but step 1-5 are absolutely crucial to be able to design and execute a game in your team correctly.
Along with gamification, its a must to make the game interactive so everyone in sales team can exchange views and have overall fun !
Time line from start of automation : 12-15 months
Productivity increase achieved by this step: Varies depending on the game and the business. Typically more than 20%
Step 7: Measure BTL effectiveness through innovation
Most of our customers faced a problem in tracking effectivity of their BTL trade marketing activities. That’s when we invented our “patent pending” algorithm 35hawk
35hawk is an artificial intelligence image recognition algorithm which can find patterns of interest in pictures taken by field force in market using their mobile devices. This we use to provide geographic heat-maps of your brand visibility vis-a-vis competitor brand visibility. 35hawk effectively provides you real time insight to your brand penetration in your entire retail universe !!
Time line from start of automation : 12-15 months
Productivity increase achieved by this step: Varies depending on the trade marketing strategy typically more than 50%
You may have noticed that these 7 steps would actually increase productivity by even more than 70% … If you need help in your organisation to achieve this, please contact me at lalit at mobisy dot com.
Bizom comes with RoI based pricing,you know 🙂