How Automation Revolutionized Farm Sales
Introduction
Have you ever wondered whether your vast sales team is truly a ‘super team’ delivering exceptional results, or could they be inadvertently ‘duping’ you with inflated attendance figures? This intriguing question was brought to our attention by one of our clients who specializes in selling prawn and fish feed to farmers across India. With a sales force of over 250 employees working remotely, the challenge lay in monitoring their attendance and ensuring they were compensated only for the days they genuinely worked. The client was puzzled because, in the past eight months, they discovered something rather astonishing – their entire sales team reported 100% attendance without taking a single day off. It was both baffling and suspicious.
The Hitch and the Hunt
The client approached us with this challenge, and rightfully so. It raised questions about the integrity of their workforce and the accuracy of the reported data. We at EasyCloud decided to dig deeper, examining eight months’ worth of data. The apparent anomaly of a thousand-person sales team showing unwavering attendance piqued our curiosity.
While the initial problem was to address the attendance issue, our team quickly uncovered a more profound challenge. The data captured in WhatsApp messages, while reflective of genuine work, was disorganized, making it nearly impossible to consolidate, filter, or retrieve valuable information. It appeared as if the WhatsApp messages and snapshots of notebook pages were sent merely as a formality, with little actual use or analysis.
The Solution Unveiled: We set out to resolve this multifaceted issue, beginning with the creation of a mobile app designed for the sales team. Recognizing that many of the salespersons on the ground were not tech-savvy, the app was deliberately made simple and user-friendly. It featured three key functions:
- Geotagging: When the salesperson reached a farmer, they would use the app to tag their position, ensuring the GPS location was locked for future reference, and providing insights into where the meeting took place.
- Selfie Upload: After conversing with the farmer, the salesperson would take a selfie with the farmer and upload it via the app.
- Conversation Record: The salesperson would also record a brief summary of the conversation, answering key questions such as whether a sale took place, whether the farmer requested a future visit, and collecting feedback on the products, competitor’s name etc..
The Benefits of the Solution
Implementing this solution yielded several significant advantages:
- Data Consolidation: Top management could now consolidate information about successful and unsuccessful sales, prospective clients, and their feedback by using keywords and predefined questions.
- Attendance Policy: A policy was instituted that required salespersons to meet at least three farmers in a day, update the sales tracker on the mobile app with GPS location, a brief of the conversation, and a selfie to mark their attendance. Failure to do so would result in a non-marked attendance for the day.
The Remarkable Results
The impact of these changes was both noteworthy and transformative:
- Optimized Sales Team: While some salespeople left, the sales team size reduced from 250 to approximately 200 individuals in the first three months. Surprisingly, sales skyrocketed from 1.3 Tonnes / Day to 4.3 Tonnes/Day, with a smaller sales force.
- Enhanced Sales Pipeline: The solution offered the sales team a valuable pipeline of farmers to revisit in the future. This meant they didn’t need to keep meeting new farmers, as there were existing ones eager to continue their engagement.
Conclusion:
The Super, Not the Duper
In the world of sales, appearances can be deceptive, but data never lies. Our client’s challenge of differentiating between a ‘super team’ and a ‘duper team’ was resolved through a combination of thoughtful data management and smart technology. While it may seem humorous to contemplate whether your employees are super or just crafty, the results spoke for themselves. With a streamlined, data-driven approach, the company witnessed increased sales, reduced overhead, and a sales force that thrived with clearer objectives. So, remember, it’s not about being ‘duper,’ but about harnessing the superpower of data and technology to elevate your team to new heights.