When sales force automation was initially introduced in industries like FMCG and Consumer Goods, it primarily served as a tool for tracking the daily activities of sales reps during their field visits. As businesses expanded and refined their sales strategies, this basic tracking tool evolved significantly. What started as a simple attendance and location tracking tool has transformed into a comprehensive system designed to boost productivity and add value to FMCG and CPG organizations.
Sales force tracking software has streamlined routine sales processes while simultaneously driving overall revenue growth through a blend of features that assist both sales reps and retailers. Unlike the original tools, which mainly logged attendance, retailer visits, and follow-up schedules, today’s sales force automation software offers comprehensive workflow automation, including visit and beat planning, route optimization, order management, and performance analysis, all while effectively tracking the field team’s activity to maximize productivity.
Advancements in Sales Force Tracking Over Time
Sales force tracking is a methodology that enables businesses to monitor and analyze the entire sales process, from initial prospecting to final sales, to boost field productivity. For field sales, reps go out to sell products or services directly to consumers, and their activities are tracked to assess their overall approach and effectiveness. This process includes identifying prospects, making contact, applying the sales methodology, and closing deals. Sales reps need to be monitored across these steps to ensure effective and efficient field sales.
In every organization, tracking field sales is essential to monitor the sales pipeline and address any issues that may arise. This automated process empowers field sales businesses to align salespeople’s activities with broader business strategies, helping them achieve their goals more effectively.
Benefits of a Sales Force Tracking Software
A sales force tracking app provides organizations in the FMCG and consumer goods sectors with visibility into on-ground sales activities to enhance the effectiveness of field visits. Here are some key features of sales team tracking software that help improve sales force productivity:
Route Optimization
One of the most effective ways to increase face time with clients while reducing travel is through route optimization. By mapping out visits with minimal travel distances, route optimization enables sales reps to maximize productivity and efficiency.
Store Profiling
Field force tracking app helps onboard new stores and monitor retail visits, including data on store purchase histories. This information helps sales teams analyze and understand each store’s unique needs, providing data that can be used to generate accurate sales forecasts and support revenue growth initiatives.
GPS Intelligence
With integrated GPS intelligence, sales force tracker eliminates the need for manual updates on each sales activity. GPS tracking ensures location-specific lead assignments that help sales reps optimize their performance based on precise data.
Measure KPIs
Sales managers can easily track and assess each sales rep’s performance using day-to-day, monthly, quarterly, and yearly KPIs. A centralized system provides comprehensive visibility into the sales process, allowing for easy monitoring and adjustments when needed.
Efficient Follow-Up
Field sales tracking apps provide automated reminders for lead follow-ups and customer check-ins. This feature is essential for understanding client needs and meeting demand, ultimately contributing to better relationships and increased sales conversions.
Effective Team Management
Sales force tracking tools help managers maintain organized and synchronized records of employee attendance, facilitating leave and payroll management without complications.
Sales Force Automation Solution for Sales Force Tracking
PepUpSales offers a comprehensive SFA Software that integrates CRM, distributor management, and retailer tools to help FMCG and CPG companies meet their business goals. Beyond its role as a field force tracking software, PepUpSales promotes a goal-oriented approach to sales, driving growth for brands in general trade, modern trade, and HoReCa.
PepUpSales goes beyond basic tracking and automation by providing additional benefits that boost sales productivity:
- Goal-Oriented Sales Approach: PepUpSales helps businesses break down goals into achievable targets for each sales rep, aligning field efforts with larger business objectives.
- Quick Deployment: With a zero-code platform, it enables companies to deploy it quickly without needing technical expertise.
- User-Friendly Interface: The platform’s intuitive design makes it easy for distributors, sales reps, and retailers to adopt and use.
- Gamification: The app encourages engagement through input-based rewards, while scorecards help assess KPIs and identify training needs.
- Distributor Management System (DMS): It combines sales force tracking with distribution management to streamline the end-to-end sales process, including primary and secondary sales.
With advanced technology, PepUpSales enables companies to take full advantage of SFA and CRM functionality, making it easier to achieve business goals.
Conclusion
Sales force tracking is no longer a simple tool for keeping tabs on the whereabouts of field sales teams. With advancements in GPS, data analytics, and task automation, today’s tracking solutions offer a comprehensive toolkit for enhancing productivity, improving customer relationships, and driving revenue growth. By investing in a well-rounded field sales tracking app, companies in industries like FMCG and retail can optimize their field operations, ensure accountability, and build data-driven strategies that help them stay competitive in today’s dynamic market.
PepUpSales offers a powerful solution designed to meet the unique challenges of field sales teams. From route optimization to KPI tracking, PepUpSales helps companies harness the full potential of their field operations by aligning each task with broader business objectives. For companies looking to streamline and enhance their sales force, PepUpSales is ready to make field sales smarter, more efficient, and growth-oriented. Request a demo today to experience the transformation firsthand.