#thinkSFAthinkFA 05 Dec 18 Madhurima Das

If estimates are to be believed, NSS Consumer Expenditure Survey data indicates that India’s burgeoning middle class expanded significantly from 304.2 million to 604.3 million between 2004-05 to 2011-12. In fact, the Indian consumption has increased over 3 folds in the past 10yrs and heading on a similar growth path in the next decade.

In other words, there’s a huge market being created for the FMCG industry owing to increased consumption and higher disposable income levels. The FMCG industry therefore has been catapulted to a fast track growth path that has seen new brands and newer categories gaining foothold in the market today. With increased competition, the need for retail information is critical and companies must make the right decision to invest in sales technologies such as Field force automation that keeps them ahead of competition.
Irrespective of the size of companies, automation technology has been adopted by most of them to improve field force productivity resulting in improved sales. Therefore, while making an informed business decision, organizations must largely ensure these key benefits among a host of others as promised by an SFA player:

  • More retail time on-ground
  • Ensure your sales team don’t miss on critical information
  • Follow-up reminders/alerts
  • Provide critical retail information to plan sales strategies
  • Evaluate/Assess employee productivity
  • Monitor sales target achievement levels employee and outlet wise

Must Have’s – Choose your SFA Partner wisely

While most of the SFA app players will deliver the above benefits, it is important that your preferred SFA partner must have/follow:

Business-first approach

Important to keep in mind client’s perspective while developing a new product or adding new features in the existing product. This approach keeps the SFA players aligned to the business strategies of customers. At FieldAssist, product teams follow this principle and ensures that everyone including the stakeholders to keep track of requirement implementation all the time.

Agile Principles

As a subsequent process, it is important to adopt Agile Principles to achieve the above. Agile software development professes principles that ensures a short development cycle with continuous feedback system scope readjustments. While there are multiple tools for agile development, Scrum, a lightweight process framework, is the toolset followed by FieldAssist. In fact, it is one of the most widely-used toolset used by successful software companies like Google and Microsoft.

Robust Product Development and Technology team

A robust Product Development and Technology team has a large potential to contribute to product and processes eventually providing increased customer value. At FieldAssist, there is a continuous effort to collaborate by all teams such that they deliver quality features that are superior and relevant with inherent strategic business values built-in.

Seasoned Onboarding and Support Team

Your preferred choice of sales force automation software player must have a seasoned team of Account Managers with an SFA domain expertise to impart best SFA training to field forces. This is one of the must-consider essentials that most organizations fail to check before considering an SFA player. This is critical since it ensures higher adoption and sustained usage levels of SFA by the company field forces along with providing continuous insights on industry best practices. In addition, an ably dedicated Support team to ensure customers get immediate solution to business escalations such that there are minimum to none operational glitches on-ground. FieldAssist has a credible Onboarding and Support team using industry-best technology tools to ensure faster resolution and minimum escalations. Also working on future based technology using AI like ChatBot to facilitate faster problem solving. The team is a brilliant mix of technically sound yet high on FMCG business acumen to translate business problems and deliver the best resolution.

In fact, our customers absolutely vouch for FieldAssist’s Customer Success Team for their proficiency, customer – centricity, business competency, superior execution capability and timely resolution to their problems.

At FieldAssist, teams put in enormous efforts in updating and upgrading themselves with the recent developments around us. The essence of our solution lies in the fact that we focus on the relevance of a product while developing one and not build something with multiple features that may appear great on the surface but doesn’t bring in any business value to our stakeholders. Methodologies as these therefore, keep our processes in constant check to stay ahead in the SFA industry and become more relevant to our customers eventually leading them to believe in our capabilities and delivery promises.

Your SFA solution is going to give you valuable insights about your customers. Hence, engaging one makes it critical that organizations ensure every salesman benefit from it.

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Madhurima Das

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