Bottler Automates & Standardizes Global KPIs

to Measure and Understand Sales Force Effectiveness

The Challenge

With thousands of sales representatives worldwide, one of the largest bottling organizations in the world posed the following question to senior leadership: How effective is our sales force?

For the bottling giant, the road to understanding and measuring sales force effectiveness began with defining a standardized set of KPIs that empowered sales reps in India to increase the average numbers of SKUs per order, quantify the cost of each store visit, and improve product availability across various markets.

The Solution

A collaborative partnership with the Sales Force Automation (SFA) leaders at eBest Mobile helped the bottler implement a fully integrated SFA suite armed with automated KPI tracking, order generation capabilities, selling aids, supervisor coaching, offline pricing, and cooler management. With 80 percent of the SFA tool standardized, implementation and user training in complex and highly populated markets such as India were streamlined and simplified.

Implementing eBest Mobile resulted in improved product availability across various markets.

Before eBest Mobile Sales Force Automation 10% 10%
After eBest Mobile Sales Force Automation 50% 50%

By leveraging the self-explanatory workflow and simple navigation that comes with the eBest Mobile SFA solution suite, the sales force in India can now effectively do more with less. Since implementation, the bottler’s sales force achieved a minimum of one additional SKU increase per order, improving product availability from 10 to 50 percent across various markets. The strike rate, or the number of times a sale was made versus the number of attempts, has increased an average of 15 points in 10 months lowering the company’s cost per effective visit.

eBest Mobile has helped the bottling organization:

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Automate KPIs to track and measure ongoing sales force effectiveness

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Quantify and minimize the cost per effective store visit

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Accelerate user training and implementation with one SFA tool that is 80% standardized and 100% frontline focused

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Increase the average numbers of SKUs per order

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Improve product availability across various markets

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Empower its sales force to sell smarter using readily accessible data, insights, and offline pricing

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Effectively track, manage, and coach sales reps to improve individual performance based on KPIs

According to the bottler, the newfound ability to quantify and minimize the cost per store visit has proved to be a valuable ROI. Additionally, the amount of analytical data readily accessible to frontline sales reps has improved insights, not only to identify selling opportunities, but to sell smarter on-the- spot. With standardized data and KPIs at their fingertips, the sales reps are empowered to solve route planning issues, identify root causes faster, and determine adequate service frequency based on customer volume.

The company now speaks a common language across its global sales force and utilizes the data collected in the field to enhance training, address gaps in the field, and improve capabilities to support new product launches and SKUs. With the bottler successfully capturing and measuring sales force effectiveness, they have launched a pilot program with eBest Mobile to expedite van sales and store deliveries as well as provide customers with self-service ordering capabilities.

View the eBest Mobile Product Suite