Sales Force Automation: The Driving Force behind Stanley Black & Decker UAE's Sales Growth
Stanley Black & Decker, a globally renowned brand with wide range of products, wanted to closely monitor promoter performance and sales numbers to decide on the ROI of the sales force deployed in UAE. They have sales promoters deployed across all the emirates in UAE and selling more than 300 SKUs. They were looking for a Sales Force Automation solution which will help them to track following parameters and take important strategic and tactical decisions basis the same:
- Promoter Discipline
- Daily sales number
- Out-of-Stock / Low-in-Stock SKUs
- Sales trend by chain, emirates and product categories
- Real-time email alerts and dashboard
Approach
Assistive, our cloud-based Sales Force Automation solution, was a perfect fit for what client was asking. All we had to do was effectively utilizing available configuration options and doing some minor customizations for a quick roll-out. The key activities in project execution were as follows:
- Held multiple web-conference with key stakeholders to understand their concern with the sales force and what reports or alerts will be immediate call-to-action for them
- Quick implementation of the customized solution ensuring an intuitive mobile app workflow for the sales force
- Implemented geo-tagged and time-stamped attendance feature to track promoter discipline
- Rolled out an easy and intuitive sales reporting workflow to capture units sold for each SKU along with unit price
- Implemented twice-a-week stock reporting to flash out out-of-stock / low-in-stock SKU reports
- Classroom trainings were arranged in Dubai in small batches to ensure training sessions are effective
- Developed customized reports for real-time monitoring of promoter activities
- User activity was closely monitored to quickly address usability issues and constraints leading to a rapid adoption of the system
Outcome
With successful implementation of Assistive solution, in-store promoters started reporting attendance, sales and stock data without any hassle and client could get complete visibility and insight of its sales operations across UAE. The key highlights are as follows:
- Significant improvement in discipline and hygiene of the sales force
- Promoters were more motivated as they had complete visibility of their target achievement
- Automation of lot of daily tasks of the sales team freeing them up to focus more on sales
- Quick replenishment of stock based on out-of-stock / critical stock information
- Managers focusing more on course correction and strategic decisions rather than collating data over WhatsApp or E-mail
- Quick auctioning based on the real-time email alerts and reports resulting in increased operational efficiency
- Senior Management were enabled to take a call on upcoming product portfolio basis the sales trend visible to them
