The sales process is rapidly evolving and continually improving with each technological advancement. The digital transformation has greatly influenced sales force management, particularly in fast-moving consumer goods companies. These companies have already adopted field sales automation alongside traditional sales methods. However, the focus has now shifted beyond digitization and automation. The latest sales force automation for FMCGs utilizes AI, machine learning, image recognition, and other advanced technologies to gain a competitive edge. It is crucial to bring all stakeholders onto a common platform and foster harmonious collaboration in order to stay ahead in today's market.

Latest Advances in Field Sales Automation

The initial focus of field sales automation was primarily on tracking field activities a few years ago. However, in today's landscape, field sales applications have progressed beyond being a mere sales rep monitoring tool. These sophisticated applications now address various challenges such as market coverage, revenue per store, footfall conversion, and aim to enhance the efficiency of field sales management, particularly in the consumer goods industry. The Field Sales app has now become an indispensable tool for sales professionals, offering the ability to integrate Sales Force Automation (SFA) with distribution management systems. The integration of CRM, SFA, and DMS into a single platform is a trend that has caught the attention of FMCG sales leaders worldwide. This unified approach not only streamlines sales processes but also provides a comprehensive overview of the sales components, allowing for greater control and management of the business.

Fresh Outlook of Sales Force Automation

Field sales automation in the FMCG sector is an effective tool for enhancing overall business objectives by:

The integration of Sales Force Automation (SFA) and Customer Relationship Management (CRM) into a unified platform is a key feature of improving sales effectiveness. SFA focuses on optimizing sales processes and increasing productivity, while CRM emphasizes building and maintaining strong customer relationships. When these two components work in harmony, your business can achieve higher sales and enhance brand reputation.

While new features in SFA software can be beneficial, the true effectiveness lies in leveraging them for tangible results. In today's business landscape, emphasis is placed on fostering trust and loyalty with customers. Digital CRM plays a crucial role in engaging with existing customers and tailoring services to meet their individual needs.

Expect advancements in SFA software in the near future that will facilitate market expansion and growth. Effectively target your local market and easily extend your reach to potential customers beyond your current territory. Anticipate innovative customer profiling capabilities and precise data filtering to drive your business forward.

Implementing a goal-oriented sales strategy is essential for the success of our clients. Align your sales team, retailers, and distribution management system towards the common objectives of your business. This necessitates bringing all stakeholders onto a unified platform to foster collaboration and drive enhanced results.

Capabilities and functionality of Sales Force Automation

Sales force automation for fast-moving consumer goods (FMCG) offers a range of beneficial features for both sales representatives and the company. While more affordable software may only offer basic sales tracking capabilities, modern solutions can significantly enhance the value that they provide to your business. The subsequent features can be identified as unique functionalities of highly effective field sales platform.

• Accurate store profiling & segmentation: Obtaining comprehensive visibility of the retail landscape is crucial for developing an effective go-to-market strategy, creating segmented action plans, and efficiently deploying resources. The data collected serves as the foundation for any sales and marketing initiatives a consumer goods brand wishes to undertake with its retailers, channel partners, and influencers.
• Visibility of secondary sales execution: Typically, secondary sales data is supplied by distributors, but the traditional method often involves delays of weeks or even a month. Provides real-time visibility into the execution of secondary sales, offering valuable insights into the utilization of schemes and offers, as well as highlighting any pain points experienced by distributors.
• Efficient stock management is crucial for FMGC brands in order to boost sales. Ensuring products are positioned correctly is key, as both stock outs and over stocking can result in significant financial losses. This is especially important in modern trade and large format stores, where brands often utilize product promoters to drive sales.
• Building strong relationships with B2B partners is essential for understanding their needs and pain points. Utilizing comprehensive software solutions that include integrated CRM components can streamline lead management and post-conversion relationship management. This includes features such as documentation, feedback capturing, and ticketing, all accessible through a single user-friendly interface.
• A consumer goods company seeks to increase profits by boosting order quantities with enticing offers and promotions. However, less than half of the trade and promotional incentives are utilized, primarily by the top 20% of sales representatives. Field sales automation software aids sales reps in driving more sales at retail locations by providing order recommendations and automatically applying offers and promotions to ensure optimal order size at the point of sale (POS).
• Sophisticated platforms equipped with automated analytics are able to not only identify underlying issues, but also prompt sales managers with intelligent nudges highlighting actionable steps needed to address the problem.
• Retail-focused brands dedicate significant resources to visual merchandising and ensuring compliance. Implementing AI-driven audits can reduce compliance costs by quickly analyzing visual feedback uploaded by sales representatives.

Boost Sales with Nirmalya Customer Relationship Management

Sales force automation is now an essential platform for FMCG brands in the retail sector to showcase their products, expand their reach to a broader audience, and ultimately drive sales. Nirmalya Customer Relationship Management platform offers outstanding field sales management capabilities for retail-focused brands operating in General Trade, Modern Trade, and B2B channels.

Maximize your business's potential with our cutting-edge Customer Relationship Management platform. Nirmalya CRM platform is designed to simplify customer interactions, offering a comprehensive toolkit that combines traditional CRM functions with advanced features. Easily manage your sales process, improve customer service, and automate marketing efforts from a centralized location. Take it a step further by effortlessly handling quotes, commissions, sales forecasting, partner relationships, and more. It ensures a smooth flow of information throughout the entire customer journey, boosting productivity and driving business growth. With integrated EDMS, Business Intellegence, Dashboard & Analytics, Nirmalya CRM not only streamlines the sales process but also optimizes the supply chain. This 360-degree field sales automation solution enhances and optimizes your route to market execution.

If you would like to learn more about the benefits companies are experiencing with Nirmalya CRM, please reach out to us today for more information. Our team will be happy to assist you.