Your sales team is the face of your organization, they are responsible for educating your customers about your newly launched product, sale existing products and generate revenue. In this era of globalization, rapid technological evolution and decreasing customer loyalty it’s a tough challenge for you to keep your sales force motivated. In this cut-throat competitive business environment, if your sales team does not feel confident about your organization, you will be out of the game. Many companies struggle with motivating employees, and once a work culture is established in which workers feel unappreciated or have lost their drive, it can be tough to get back on track.
Why do you require business intelligence software?
If you are the part of FMCG (Fast Moving Consumer Goods) or CPG (Consumer Packaged Goods) industry, you have to face constant complex challenges like more market penetration, growing product portfolio, upward movement in the price of raw materials, arrival of new entrants and achieving compliance with strict regulations. For thriving in this industry you need to achieve below mentioned bench marks like:
- Effective market research
- Lean supply chain
- Just-in-time delivery
- Targeted marketing campaigns
- Efficient distribution network
- Sales force automation
Why you should use a comprehensive distribution software
If you want to be champion in FMCG or CPG (Consumer Packaged Goods) industry you have to be the GOD of distribution. The success mantra for excelling in this industry are:
- Ability to identify the need of consumers quickly
- Inventory optimization
- Just-in-time delivery
Days are gone when these brick and mortar FMCG/CPG companies used to follow the push strategy i.e. make and push the inventory to the channel partners (CFA, Stockist,Distributor) by stimulating them by offering various schemes in this believe that their channel partners will take care of the secondary sales.
Let’s define primary sales and secondary sales first. Sales which occurred between companies to channel partners (CFA/Stockist/Distributors) called primary sales and sales occurred between these channel partners to retailers called secondary sales.
eDetailing
Traditionally pharmaceutical companies used to focus more on face-to-face conversation with physicians, doctors and surgeons for introducing new drugs or medical devices in the market so they invested heavily on recruiting more medical reps for more market penetration. But in this cut-throat competitive business world one side where the no. of pharma players have quadrupled and on the other side the queue of patients have also been longer so it’s tough for the physicians to manage both patients and medical reps of various organizations who wants to meet for giving them brief about the newly launched drug or medical device.
Medical representatives have to wait for hours for getting small window of few minutes to brief the physicians so in this fast changing and busy world this traditional methods of detailing are not very effective.
Contact management software help you to know more about the people who matter to your business.
Your satisfied customers are your advocates who disseminate their experiences through word of mouth and create good will for your business. So in this intense cut-throat competitive business environment every business is making efforts towards transforming the customers into advocates. This journey of transforming prospects into customers and then customers to your business advocates, need through understanding of your customers.
Ecommerce, Pharmaceuticals, FMCG and food and beverage companies have very huge product portfolio so for effective positioning of each product they all need to segment the customers into various groups on the basis of demographic (Age, gender, education, income, marital status etc.), geographic (country, language, culture, values etc) and socio economic class (SEC A, SEC B,SEC C etc ).