The document discusses the significance of sales force automation (SFA) in India's fast-moving consumer goods (FMCG) sector, which is projected to grow substantially. It outlines key features and benefits of SFA tools, which enhance sales team efficiency by automating processes like order management and sales forecasting. Additionally, it highlights the challenges faced by the FMCG industry and emphasizes the necessity of SFA for maintaining competitiveness.

1. Sales Force Automation
By

2. Indian FMCG Growth
• Fast-moving consumer goods (FMCG) sector is India’s fourth largest sector with
household and personal care accounting for 50% of FMCG sales in India
• The retail market in India is estimated to reach US$ 1.1 trillion by 2020 from US$
840 billion in 2017, with modern trade expected to grow at 20 - 25% per annum,
which is likely to boost revenue of FMCG companies.
• Online portals are expected to play a key role for companies trying to enter the
hinterlands. Internet has contributed in a big way, facilitating a cheaper and more
convenient mode to increase a company’s reach.

3. Major Challenges faced by the Industry
Any opportunity comes with certain challenges. Below are the major challenges for
FMCG sector in India.
• Absence of real-time and actionable field data
• Difficulty in monitoring the KPIs of field sales persons.
• Loss of sales and shelf to competitor due to gap between primary and secondary
sales
• In a complex and highly distributed market handling large volume of data manually
is the major hindrance
• Difficulty in monitoring brand’s presence across geographies

4. What’s Next
SFA
International
Market
Upsell/cross sell Business
Intelligence
Smart
Alerts
Retailer
App
Van
Sales
Workflow
Management
Machine
Learning/AI

5. What is Sales Force Automation?
• Sales Force Automation is a software or tool used by the sales team to automate
the field sales processes, such as order processing, stock monitoring, route
optimization and sales forecast etc.
• It is a powerful tool to increase your sales and revenue, boost employee productivity
and eliminate redundancy from your business processes.
• Sales force automation is an excellent tool to create customizable workflows
automatically, and reduce time spent on manual or repetitive tasks.

6. Features of Sales Force Automation
1. Field Visit
2. Call Management
3. Census & Survey
4. Pocket MIS
5. Sales Performance and KPI Management
6. Intelligent secondary scheme management
7. Reports and Dashboards

7. Field Visit
• It is a tracking module, that tracks attendance, help you to plan your journey and
adhere to particular journey plan.
• It helps the authentication of visit by capturing the location with GPS.
• Show beat coverage: Active & In active outlet
• Show live movement view on maps with sequencing

8. Call Management
• It is used for intelligent order taking.
• Easy interface & UI
• Capture stocks
• Take outlet wise order
• Track outlet visits & sales history

9. Census & Survey
• Sanitize the existing outlet data in the form of census
• Create surveys for field sales person
• Add new outlets to existing beats
• Gather information from consumer feedbacks, point of sales- brand visibility
• Plan surveys for new product launches
• Can design survey with the set of pre defined questions

11. Pocket MIS
It is like personal sales diary for a salesman to assess his own performance. It has 4 kind
of reports:
1. SKU level sales – It shows TC/PC, productivity and total sales in terms of quantity &
value within the chosen frame of time.
2. Sales Summary – It shows daily summary for the calls made, productive & amount of
sales made over a date range.
3. Retailer level sales – Field salesmen can show the sales done on any particular day to
any or all of his retailers, just select the data and get the order level data.
4. Target vs Achievement – Analyze the total target vs achievement at a given point of
time.

13. Sales Performance & KPI Management
• It provides the real time data of your team
• It helps in 40+ KPI management of the team on different levels
• It has the notification & reminders feature that helps to plan your field sales day
accordingly
• You can take decisions according to the data, it helps to increase the sales
performance

15. Reports & Dashboards
• You can access your dashboards from anywhere and anytime to get real-time 30+
reports of your businesses via intuitive interface and graphics.
• Based on analytics and insights you can get new outlet addition report,
distributor/retailer stock report, survey reports, zero sales outlet report, daily
summary analysis report, beat coverage report etc.

17. Sales Forecasting
The intelligent sales forecast is one the most important feature of Sales force
automation. It analyzes past sales records, checks with the present sales database and
along with a bunch of pipelining opportunities, providing your sales team an insight into
the upcoming opportunities.

18. Benefits of Sales Force Automation
1. Potential-based Market Coverage instead of Geography-based coverage
2. Intelligent investment in Sales Conversations that leads to long-lasting ROIs
3. Introduces Opportunities for Cross-Selling and Upselling
4. Increase Productivity of sales team
5. Easy tracking of customer information (Retailers & Distributors)
6. Easy sales forecast

19. Conclusion
• Sales Force Automation is absolutely a necessity for any business whose backbone is
sales and customer relationship management.
• Sales Force Automation software can cut down thousands of wasted work hours
while improving productivity multiple folds. If you need your business to stay in the
game against heavy competition, Sales Force Automation is the answer.
If you are keen to know more about sales force automation or how it can automate and
accelerate your FMCG sales, feel free to schedule a demo with us.

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