Since it minimizes time and effort waste, an effective territory beat strategy is among the most crucial elements of FMCG sales and distribution management. The primary goal of the firm is to produce revenue, therefore having well defined areas helps to prevent overlap between field executives and ensures that they are working together to focus on their outlets. This framework must be cleverly created so that company objectives properly align with resource capabilities in order to reach revenue targets.
Despite having access to the best tools and assistance possible, sales people frequently fail to meet their goals. Further investigation reveals that effective territory design, or PJP design as it is known in the FMCG industry, is one of the factors that calls for a review from sales managers. One of our primary services is helping businesses rethink their sales force automation solution territory plans so that field executives may make the most of their trips and cover a wider area in the same amount of time. Through our in-depth interactions with both large and small FMCG companies, we have come to understand the key elements that should be taken into account when developing a territory segmentation plan.
How to ensure effective beat planning?
Segment your domain.
Depending on the nature of their business, organisations may divide retail outlets into several categories based on geography, consumer characteristics, needs for the same type of goods, or retailer size. Through sales technology like the SFA app, this categorization can be further filtered before being given to field agents.
Territory Planning’s main goal.
The foundational goals of the organisation must be a part of any effective retail execution strategy. These goals must be laid out in detail at the outlet level and at the primary levels. With this plan, the sales staff will be given three important objectives: service the current outlets, extend to potential outlets, and out-compete the opposition to win over their outlets. To maximize efforts and achieve these goals, the territorial mapping plan must be implemented.
Plan your route.
Managers can schedule time for each of their field trips once the territory planning is complete and create a week’s worth of effective routes that cover the entire list of outlets that need to be covered.
Delegate.
Managers must match each field representative’s special skills to the territories that are most suited for them when constructing the route map. The network they have with the retailers, prior retail experience, and personal strengths all fall under this category. They must show this on their route map if they have established solid contacts in a particular region.
Implement.
Managers analyse the strategy with their field teams after these variables have been taken into account and add the necessary components. Field executives are more willing to follow the route plan when there is a balanced distribution of outlets throughout each area.
In order to achieve maximum efficiency from their field forces while minimizing travel and time costs, the organisation must have a well-thought-out territory management plan. This plan should provide clarity, aid in team focus, and ensure that the organisation provides clarity. Although it may sound bold, I firmly believe that consumer goods organisations will experience benefits in staff productivity, sales, and customer happiness by using the aforementioned recommendations to design a smart blueprint of territory strategy.
WHY CHOOSE IMPRINT AI?
Imprint AI is a smart workforce automation system that combines machine learning, the Internet of Things, and artificial intelligence (AI) (ML). It helps managers and the field personnel by eliminating manual duties, assuring ideal time management, and boosting overall efficiency & production. Simply put, Imprint AI is for you if you seek a better approach to business, regardless of the industry.
When someone is able to comprehend the clever features that Imprint AI has to offer, a powerful tool like it becomes even more effective. When it comes to features, Imprint AI is extensive, and it has several facets when it comes to industry.
The functionality, which is as adaptable as Imprint AI itself, is not just limited to field agents; it can also capture and handle any type of travel records.
It is important that these are only a few of the crucial aspects among the ones that have been highlighted. Other features can be accessed and used in a variety of ways. Regardless of the size or industry, Imprint AI’s main goal as a tool is to facilitate commerce. Everyone should choose Imprint AI when considering smart business practices. Imprint AI is for everyone.
