Problem Statement
A leading tobacco manufacturer faced challenges in managing a large, hierarchical sales organization. Issues included inefficiencies in sales processes, difficulties in tracking productivity, and fostering collaboration. Additionally, sales representatives spent significant time on non-core activities, affecting productivity and leading to inconsistent sales quota achievements. To address these problems, they were looking out for a solution to automate sales management, enhance real-time insights, and improve overall sales productivity and efficiency.
Key Challenges
- Sales planning and forecasting used error-prone spreadsheets.
- Inefficient Manual processes, offline playbooks, and scattered planning systems.
- Sales teams wasted time coordinating and reporting.
- Managers struggled to monitor sub-par performances in real-time across regions.
Solution Implemented
- Prioritized user needs and journeys in the design of automated sales processes.
- Designed sales processes with flexibility to accommodate current and future needs of sales teams.
- Built adaptable systems capable of adjusting to changes in team structure and market demands.
- Focused on faster time-to-market to quickly provide benefits to sales teams.
- Developed a modern, mobile-enabled product to enhance user experience and accessibility.
- Adopted a product-centric approach bolstered by these principles to deliver the long-awaited solution.
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