Sales Force Automation: The Key to Brother International UAE's Success
Brother International, a leading multi-national famous for its Fax Machines, Printers and many other electronic equipment, wanted to closely monitor promoter performance and sales numbers to decide on the ROI of the sales force deployed in UAE. They were looking for a Sales Force Automation solution that will help them to track the following parameters:
- Promoter Discipline
- Target vs. Achievement
- Out-of-Stock SKUs
- Sales trend by store & Emirates
- Real-time email alerts and dashboard
Approach
Assistive, our cloud-based Sales Force Automation solution, was a perfect fit for what client was asking. All we had to do was effectively utilizing available configuration options and doing some minor customizations for a quick roll-out. The key activities in project execution were as follows:
- Held multiple web-conference with key stakeholders to understand their concern with the sales force and what reports or alerts will be immediate call-to-action for them
- Quick implementation of the customized solution ensuring an intuitive mobile app workflow for the sales force
- Implemented geo-tagged and time-stamped attendance feature to track promoter discipline
- Rolled out an easy and intuitive sales reporting workflow to capture units sold for each SKU along with unit price
- Uploaded monthly sales target for each promoter ensuring they have complete real-time visibility on their target details and MTD achievement
- Implemented weekly stock reporting of focused SKUs to flash out out-of-stock SKU alert
- Sales team were trained through web conferencing in small batches to ensure training sessions are effective
- Developed customized email alerts and reports for real-time monitoring of promoter activities
- User activity was closely monitored to quickly address usability issues and constraints leading to a rapid adoption of the system
Outcome
With the successful implementation of the Assistive solution, in-store promoters started reporting attendance, sales and stock data without any hassle and clients could get complete visibility and insight into its sales operations across UAE. The key highlights are as follows:
- Significant improvement in discipline and hygiene of the sales force
- Promoters were more motivated as they had complete visibility of their target achievement
- Automation of a lot of daily tasks of the sales team freeing them up to focus more on sales
- Managers focusing more on course correction and strategic decisions rather than collating data over WhatsApp or E-mail
- Quick auctioning based on the real-time email alerts and reports resulting in increased operational efficiency
