Field Force Automation Solution: The Driving Force behind a Nigeria Based Electronics Company's Success
Fouani Group holds the exclusive distribution rights for LG Electronics in numerous Sub-Saharan countries, including Nigeria, Congo, and Liberia. As they were opening new stores in the region, it was important for them to adopt a Field Force Automation solution to track discipline of the sales force deployed in different provinces of Nigeria and to monitor real-time sell-out data across all product categories. They also wanted to capture competition sales to get visibility of the overall market share.
Approach
Assistive provided a cloud-based Field Force Automation solution with effective configuration options and minor customizations for a quick roll-out. The key activities in project execution were as follows:
- Key Stakeholder Meetings: Held multiple web-conferences with key stakeholders to understand their sales organization, distribution structure, and product hierarchy.
- Customized Solution: Quickly implemented a customized solution with an intuitive mobile app workflow for the sales force.
- Training: Sales team was trained through web conferencing in small batches to ensure effective training sessions.
- User Activity Monitoring: User activity was closely monitored to quickly address usability issues and constraints critical for rapid adoption of the system.
- Reports and Dashboards: Developed a set of reports and dashboards to monitor daily sales and to get insightful information such as month-on-month trend, market share, sales team productivity, etc.
Outcome
With successful implementation of the Field Force Automation solution, sales team started reporting daily sales data without any hassle and the client could get complete visibility and insight of its sales operations across Nigeria. The key highlights are as follows:
- Improved Sales Force Discipline: Significant improvement in discipline and hygiene of the sales force.
- Automation of Daily Tasks: Automation of daily tasks of the sales team freeing them up to focus more on sales.
- Strategic Decision Making: Managers focusing more on course correction and strategic decisions rather than collating data over WhatsApp or E-mail.
- Actionable Dashboard: An actionable dashboard enabling key stakeholders to make important decisions.
