An effective territory beat plan is one of the most important aspects of FMCG sales and distribution management since it prevents wastage of time and effort. Clearly defined territories ensure there is no overlap between field executives and that they are aligned to focus on their outlets and generate business that is the ultimate objective of the organization. It is this framework that needs to be smartly designed such that business goals appropriately fits in with resource capabilities to achieve revenue scores.
It is often observed that sales representatives fall short of achieving their sales targets despite the best resources and support allocated to them. On analysing it deeper we find that sales managers identify effective territory design or PJP design as referred in FMCG parlance, as one of the causes that needs a revisit. At FieldAssist, one of our key features is to assist organizations redesign their territory plan on the SFA solution such that field executives can optimize their visits and cover a larger territory in the same business time. Through our real time experiences with big and small FMCGs, we realise that there are certain significant steps that must be considered while designing a territory segmentation strategy to improve efficiency.
A well thought out territory management plan therefore ensure that the organization provides clarity, help build focus within teams and achieve maximum efficiency levels from their field forces while optimizing travel and time costs. Assertive it may sound but strongly believe that by following the above guidelines to create a smart blueprint of territory plan, consumer good companies are sure to see improvements in employee productivity, sales and customer satisfaction.
Driven by his passion for growth through automation, Nikhil takes pride in embarking his clients through a transformational journey and helps them be a more resilient, agile, and future-ready brand.