SFE module:
SFE module:
Targeting:
Targeting:
Customer Targeting (Bottoms Up) (if data is available in CRM)
Customer Targeting (Bottoms Up) (if data is available in CRM)
Sales Targeting (Bottoms Up) (if data is available in CRM)
Sales Targeting (Bottoms Up) (if data is available in CRM)
Call planning:
Call planning:
Effort report:
Effort report:
For Sales team and HO
For Sales team and HO
Customer Coverage, Total No. of Visits, Call frequency, Field working days, Call Average, RCPA in Quarter, RCPA in Month,
Customer Coverage, Total No. of Visits, Call frequency, Field working days, Call Average, RCPA in Quarter, RCPA in Month,
Core Customer Coverage, V3 Customer Coverage, V2 Customer Coverage,
Core Customer Coverage, V3 Customer Coverage, V2 Customer Coverage,
Brand priority compliance, Time spent on customer, Time spent on each Brand.
Brand priority compliance, Time spent on customer, Time spent on each Brand.
Line managers Joint calls, Joint calls % as per Division mandate, Number of days spent in sequence with team members above two.
Line managers Joint calls, Joint calls % as per Division mandate, Number of days spent in sequence with team members above two.
Customer not met.
Customer not met.
Linking sales with processes.
Linking sales with processes.
For Marketing Team
For Marketing Team
Brand Exposure Report.
Brand Exposure Report.
Brand Coverage Report.
Brand Coverage Report.
Brand Priority Report.
Brand Priority Report.
Root Cause Analysis:Â
Root Cause Analysis:Â
Non performing HQs real cause of ineffectiveness.Â
Non performing HQs real cause of ineffectiveness.Â
Geographic issue.
Geographic issue.
People issue.
People issue.
Campaign analytics:Â
Campaign analytics:Â
Campaign effectiveness.
Campaign effectiveness.
Customer segmentation:Â
Customer segmentation:Â
Customers segmentation based on Potential.
Customers segmentation based on Potential.
Product segmentation for customers:
Product segmentation for customers:
Product selection for right customer based over Potential.
Product selection for right customer based over Potential.
New HQ Sizing:Â
New HQ Sizing:Â
Introduction of New HQ in between or in different location requires analysis of customers available territory
Introduction of New HQ in between or in different location requires analysis of customers available territory
geography.Â
geography.Â
Mailer and alerts
Mailer and alerts
·       Â
MR:
MR:
MR Important KPIs alerts. Frequency pre-decided.
MR Important KPIs alerts. Frequency pre-decided.
MR Customer not met alerts. Frequency pre-decided.
MR Customer not met alerts. Frequency pre-decided.
MR RCPA pending alerts. Frequency pre-decided.
MR RCPA pending alerts. Frequency pre-decided.
MR Incentive alerts. Frequency pre-decided.
MR Incentive alerts. Frequency pre-decided.
Sales alerts.
Sales alerts.
ASM:
ASM:
Team Important KPIs alerts. Frequency pre-decided.
Team Important KPIs alerts. Frequency pre-decided.
Joint call-in sequence and Joint call coverage. Frequency pre-decided.
Joint call-in sequence and Joint call coverage. Frequency pre-decided.
All copies of MRs mailers.
All copies of MRs mailers.
RSM:
RSM:
Team Important KPIs alerts. Frequency pre-decided.
Team Important KPIs alerts. Frequency pre-decided.
Joint call-in sequence and Joint call coverage self and ASMs. Frequency pre-decided.
Joint call-in sequence and Joint call coverage self and ASMs. Frequency pre-decided.
All copies of MRs/ASMs mailers.
All copies of MRs/ASMs mailers.
Dashboard:
Dashboard:
HO Dashboard (Process and Sales).
HO Dashboard (Process and Sales).
Incentive Module:
Incentive Module:
Incentive Planning and designing, calculations, and sharing information.
Incentive Planning and designing, calculations, and sharing information.
Appraisal Module:
Appraisal Module:
Fixing appraisal parameters, Calculations and sharing information.
Fixing appraisal parameters, Calculations and sharing information.
Tools to Create Impact on Sales
Tools to Create Impact on Sales
- Field Force Sizing
- Segmentation of Customer
- Goal setting
- Sales targeting
- Effort targeting
- Call planning and Scheduling
- Promotion Response Analysis
- Impact Assessment
- Campaign Analytics
Important KPIs (Key Performance Indicators)
Important KPIs (Key Performance Indicators)
- Customer Coverage and Call Frequency
- Number of Visits to Customers
- Digital Product promotion
- Brand Priority
- Time Spent on Customers and Each Brand
- Joint Calls of Managers
- Days Spent by Managers in Sequence with Team Members
SFE Dashboard
SFE Dashboard
- For Central Team.
- Power BI
- Tableau
- Excel Dashboards.
- For Field Force.
- Online Tools
- Mail (PDF, Excel table embed over mail body).
MIS Reports
MIS Reports
- Automation daily/weekly reports for Stakeholders to drive improvement in Business
- After creation of SFE dashboard, it is suggested to inform or alert each field force individual current status of sales and efforts, so that the can modify their efforts to achieve set outcome results
- Alerts like Mails with information or Web Portal where they can get information on daily or weekly basis
Optimization of incentive and running calculations
Optimization of incentive and running calculations
Root Cause Analysis
Root Cause Analysis
RCA will help in diagnosis and quick repair of losses.
RCA will help in diagnosis and quick repair of losses.
Optimization of bonuses and discounts
Optimization of bonuses and discounts
Optimism Bonus and discounts to customer based on historic purchase petterns.
Optimism Bonus and discounts to customer based on historic purchase petterns.
Appraisals:
Appraisals:
SFE KPIs will help in guiding right remunerations to field force with efforts KPIs and sales target achievements.
SFE KPIs will help in guiding right remunerations to field force with efforts KPIs and sales target achievements.