BY SUPERCHARGING THEM WITH DIGITIZED BEAT PLANNING AND CLAIMS MANAGEMENT
Imagine your Field Sales Team are engrossed in dealing with claims and expense entries using multiple spreadsheets, are wasting precious time in managing receipts and bills submissions manually rather than completing their visits to customers. Manual tracking and managing of sales visits, routes, and customer schedules adds to the burden field sales representatives have to face.
It is often observed that sales managers spend a lot of time working on manual approvals to process claims and expenses of their field sales representatives and distributors. If they do not process on time, the sales representatives get unhappy and no longer have any urge to stay productive. Attrition increases and field sales teams switch to the competition who are known to be more efficient in their field sales execution.
To mitigate manual execution of these productivity tasks and to increase Josh (a.k.a. Energy), it becomes imperative for sales leaders to enable their field sales teams with workflows and sales force automation software, by leveraging digitization of beat planning and for field sales claims and expense management activities.
Six-ways how Beat Planning and Claims Management Automation could supercharge your sales teams
Customer Profiling & Prioritization:
Automating customer profile operations with easy tagging of active, cold, new customers, influencers, and retailers. Characterizing, prioritizing, scoring, and tracking customers based on their profiles adds to enhanced visibility and better customer service for field sales teams.
Route Tracking and Beat Planning:
By effective sales and delivery route planning and optimization solutions, sales leaders can decrease operational hassles of manual scheduling and tracking of field sales. Intelligent beat planning to maximize customer coverage leads to effective use of field representatives time and effort, and in return provides increased benefits to sales productivity.
Customer Relationship Management (CRM):
Facilitating expansion within field sales regions and territories to strengthen relationship with retailers, influencers, and stores using an end-to-end sales force automation software helps representatives build your CRM activities. Field sales representatives can benefit from onboarding their customers, managing daily tasks, working online or offline with a mobile-powered solution, and prioritizing CRM for growth of company success.
Visits and Schedules Management:
Automating visits and schedules will help increase field sales visits on every beat planned. It leads to effective resources optimization, better route management, and ESG savings to minimize pollution by coverage maximization during daily visits. Sales leaders and enterprises can benefit by reducing field representatives travel expense costs by better planning of their routes, have a uniform visibility of daily visits, and guarantee field sales adherence to planned schedules.
Automated Claims and Expense Submissions:
The most painful tasks for any field sales representative are to manually fill, collect and manage bill receipts, and to submit claims and expense reports. Manual entries and managing multiple spreadsheets add to complexity and wasted time for field representatives. This in turn leads to higher operational costs, increased cycle time, and reduced productivity. Expense automation and quick claims
submission provide benefits of faster processing and re-imbursements, savings in time and money, and focusing on customer relationship management activities for the field sales teams.
Quick Approvals & Workflows:
Sales force automation software enabled with efficient workflows and approvals for order taking on mobiles during sales visits, managing claims and expense approvals, and on-the-go cross-sell and up-sell opportunity prompting for each customer and influencer profiles. An effective distributor management solution enabled with approval workflows to manage claims, schemes, and promotions adds to maintaining healthy customer and retailer relations.
Importance of Beat Planning in Field Sales Automation and Distributor Management
The ultimate goals of any field sales representative are to get more business for their organization; create new selling opportunities at the outlets they manage; strengthen relationships with their customers, retailers, and influencers; and minimize any wasted time in their sales activities. Beat planning is referred to as daily route planning for field sales and distributors, to determine which outlets and customers they will manage on predefined visits and frequencies. Beat planning helps field sales representatives and distributors to define whom, when, why, and how’s of their visits and schedules, basis automated customer profiling, outlet tracking and visibility, categorization and scoring, and segment or territory mapping.
An automated beat planning solution is like a journey planning for the representatives, which helps them map their visit and customer journeys, minimize wasted time and effort, ensure maximum market and their distinct territory is covered basis routes optimization, and concentrate to generate more business for their organization. This helps them to be more effective and meet their targets, as well as exceed the expectations of their sales leaders, get higher incentives and bonuses, and build a plethora of opportunities to manage their assigned customer and retailer networks.
Importance of Claims and Expenses Management in Field Sales Automation and Distributor Management
Claims and expense management in Sales automation solution enriches the relationship within the sales teams as well as their customers and retailers. It helps in fast and streamlined submissions, visibility, approvals, processing, exception handling, and reimbursements. It leverages the power of inbuilt approvals and workflows for enabling field sales and distributors to serve customers and retailers with empathy by transparent claims processing.
Did you know many leading organizations and brands have achieved >30% increase in sales revenues, by using
FieldMI SFA solution enabled with automated route optimization and expense management?
Browse through some FieldMI case studies or connect with FieldMI to know more about how you can leverage
capabilities beat planning, distributor claims management, customer profiling, product promoter management and
many more features that can help you in increasing your sales productivity.
Content Author: Ruhi Garg
Director & Sales Operations Leader
ActDBI, A Business Performance Management Company
FieldMI Partner for SFA
Date: September 13, 202