Field Force Automation
Challenges:
1
Untrackable daily tour plans, monthly targets and the sales pitch executed by FAs.
2
High attrition rate of 40% and related annual loss of $5M.
3
Loss of 30% of FAs time in understanding customer categories, product up-sell, and optimal travel routes.
4
Solution
Field Force Automation – A smart platform powered with enterprise mobility solutions gives a bird’s eye-view and a worm’s eye-view of the sales trends to managers.
Targeted content push: The enterprise mobile platform with publishing service allows the digital marketing team to push targeted content.
Real-time updates: The analytical engine of the platform allows managers and regional heads to receive real-time updates on their dashboards along with predictive analysis of sales trends.
Inventory and purchase predictions: Field Force Automation provides barcode-based inventory management module that captures secondary sales and predicts repurchase levels.
The Methodology
Problem definition
Neebal assembled a team of industry experts, business analysts and content writers to survey and understand the pain areas to be addressed to implement Field Force Automation.
Testing the focus group
Based on the requirements and solutions discussed, mockups with single process flows were created. These mockups helped the client in visualising the system even before it was built. This helped those who were unaware of the workings of IT systems to give feedback and suggestions for further improvement.
Designing the solution
The solution architect created and introduced a configurable workflow based on defined rules and conditions. Field Force Automation workflow was scalable to meet the client’s ever-evolving business methods.
Application Launch
Post the client’s sign off on the workflow, the Field Force Automation process was launched and tested for effectiveness and efficiency at client sites with a pilot run in a supervised group of 100 participants.
