Field Force Effectiveness

Challenges

1. Tedious Process to gauge the performance of large Sales & Marketing Team ​associated with CPG Companies

2. No standard set of metrics and reports defined for monthly/quarterly performance review​

3. No Transparency on performances while rolling out R&R​

4. No Proper review and sanctity of Performance Appraisal ​

Solutions

1. Defined top and tailored KPIs for each of Sales force Hierarchy from field force executives to Zonal Heads

2. Collated data for each KPI into a single platform on MS SQL

3. Bench marked the KPIs for each sales rep against their targets

4. Calculated their performance scores basis on achievement slabs

Business Impact

1. Driving the commercial force through goal clarity and a robust performance management system for more than 2000 Sales force

2. Transparent appraisals for Sales team based on the final score based on selected metrics

3. Standard base for Incentive distribution

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