Digital Transformation of Sales Team Management

The main objective of our project was to digitalise and harmonise processes in such a way that the field sales team of around 3,000 employees in 22 countries could be managed uniformly. This included optimizing workflows to increase efficiency and flexibility.

Main Objectives:

• Digitalisation und Harmonisation:
  Creation of a standardised digital platform for all countries.
• Process Optimisation:
  Improved workflows to maximise efficiency and reduce complexity.
• Efficient Travel Costs:

  Significant savings in travel costs through optimised route planning.font-weight: 400;1Targeted Task Management:

  Precise assignment and monitoring of tasks to increase the effectiveness of the field service.font-size: 1rem; font-weight: bold;The following requirements were defined in order to achieve these goals:Replacement of complex and static Excel files with smart and highly automated systemsSignificant and sustainable simplification of the mobile merchandisers’ working life via state-of-the-art toolsMapping of the end-to-end process with connection to SAP, HR, billing and payroll systemsAchievement of these goals would make it possible to drive marketing and sale campaigns with more transparency and flexibly adapt them on a daily basis. Not an easy feat when you consider that a district manager is responsible for up to 300 PoS.5. Implementation of a Large Project: Our Vision and Approach font-weight:600Separatorfont-weight: 400;After a four month conception phase, we implemented a customised digital solution on the Salesforce platform in close cooperation with beeline. beeline opted for the then innovative field service management product from ClickSoftware.font-weight: 400;The implementation process was particularly exciting, as working across 22 countries meant a wide discrepancy in requirements and labour law conditions. In order to find the largest common denominator, we took the only sensible approach of probing further and asking more questions. Through this, we were able to establish that the differences weren’t actually that extreme and that much greater standardisation than expected would be possibleThe Swiss Army Knife Approach:The solution needed to be particularly versatile and intuitive. At the beginning of the conception phase, we introduced the idea of the Swiss Army Knife. The vision was that a “random person from the street” should be able to operate the solution as intuitively as possible and carry out the job of a mobile merchandiser without too much further instruction. Thus, an app that provides all the various “tools” such as instructions, image material or customer information, was a good solution.Roll Out in accordance with the Pareto PrincipleThe Pareto principle states that roughly 80% of outcomes can be realised with about 20% of the effort. This approach enables the targeted use of resources by focussing on the most important levers. With this in mind, we started with a basic functional framework that we rolled out into the first countries. From this, we learnt, implemented more changes, and then increased functionality after rollout in all countries, whilst also providing training (total duration approx. 18 months).6. The Solution: An automated and Multi-Tool Field Service Management Systemfont-weight:600SeparatorPage 5Page 5font-weight: 400;The roll out of a Salesforce-based iOS app for beeline’s sales representatives brought the vision of the ‘Swiss Army Knife’ for the organisation of their daily work to life. This solution combines intuitive user guidance with robust backend systems to ensure efficient and effective working methods.font-weight: 400;Data from various different sources, such as SAP and the Google Distance Matrix API, run and come together in the background. This significantly reduces planning and coordination effort.font-weight: 400;The app was successfully introduced in 22 countries, which, accompanied by training measures and continuous feedback, promoted rapid adoption and high user satisfaction.font-weight: 400;This digitalised solution has not only made the daily work of district managers and mobile merchandisers easier, but has also led to an increase in customer satisfaction and sales through improved presentation and availability of products at the PoS.Structure and Data Sources at beeline: Salesforce for Field Service ManagementTime Efficiency and Cost ReductionThe complete automation shortens process times and brings down travel costs to a minimum.Successful DigitalisationAn intuitive iPhone app with automated task allocation and step-by-step guidance.Increased Quality of ServiceFlexibility through real time reactions increases planning reliability and the quality of service for PoS on client sites.Optimised Route PlanningThe usage of high quality data and the link with Google Maps reduces travel time by 20%.AllNew Gallery7. Added Value: Cost Reduction and Profit Growth with Digitalisationfont-weight:600Separatorfont-weight: 400;This digitalisation project and particularly the strategic consideration before the project start were praised by the company CEO as being an important step towards developing process-orientated company culture. With the successive expansion of the solution and the training of all those involved, we have also created a flexible solution that combines data, reduces costs, minimises effort and enables great potential for scalability and further growth of beeline.20% Reduction in Travel DistanceEfficient Travel Costs and Flexibility day-to-daySimplification of “Leading on Distance” through improved reaction timesTargeted and up-to-date Task Management, e.g. for SALE CampaignsAutomated Data Management Transparent InvoicingReplacement of stacks of paper weighing 10kg for an iPhone per employeeOur client’s responseJulia OesterleBusiness Relationship ManagerRating:I think the strategic approach, the expert advice and the careful implementation of the aquilliance team ultimately led us to success. With such a large project, it is important to hone in on the requirements and proceed step by step. Reza and his team also brought this experience to the table. We could not have done better. Thank you!’Learn more and book a first call with us!You would like to learn more about this case study, or discuss your requirements with us?In 30 minutes, we dedicate ourselves to your questions in a video call and find out together how we can help you.Fill out formSpecify desired dateWe will get back to youI am happy to draw on my knowledge from over 20 years of CRM experience to discuss the next steps together without committment.I look forward to getting to know you.Reza GhalamkarizadehFounder Managing Director

• Targeted Task Management:

  Precise assignment and monitoring of tasks to increase the effectiveness of the field service.font-size: 1rem; font-weight: bold;The following requirements were defined in order to achieve these goals:Replacement of complex and static Excel files with smart and highly automated systemsSignificant and sustainable simplification of the mobile merchandisers’ working life via state-of-the-art toolsMapping of the end-to-end process with connection to SAP, HR, billing and payroll systemsAchievement of these goals would make it possible to drive marketing and sale campaigns with more transparency and flexibly adapt them on a daily basis. Not an easy feat when you consider that a district manager is responsible for up to 300 PoS.5. Implementation of a Large Project: Our Vision and Approach font-weight:600Separatorfont-weight: 400;After a four month conception phase, we implemented a customised digital solution on the Salesforce platform in close cooperation with beeline. beeline opted for the then innovative field service management product from ClickSoftware.font-weight: 400;The implementation process was particularly exciting, as working across 22 countries meant a wide discrepancy in requirements and labour law conditions. In order to find the largest common denominator, we took the only sensible approach of probing further and asking more questions. Through this, we were able to establish that the differences weren’t actually that extreme and that much greater standardisation than expected would be possibleThe Swiss Army Knife Approach:The solution needed to be particularly versatile and intuitive. At the beginning of the conception phase, we introduced the idea of the Swiss Army Knife. The vision was that a “random person from the street” should be able to operate the solution as intuitively as possible and carry out the job of a mobile merchandiser without too much further instruction. Thus, an app that provides all the various “tools” such as instructions, image material or customer information, was a good solution.Roll Out in accordance with the Pareto PrincipleThe Pareto principle states that roughly 80% of outcomes can be realised with about 20% of the effort. This approach enables the targeted use of resources by focussing on the most important levers. With this in mind, we started with a basic functional framework that we rolled out into the first countries. From this, we learnt, implemented more changes, and then increased functionality after rollout in all countries, whilst also providing training (total duration approx. 18 months).6. The Solution: An automated and Multi-Tool Field Service Management Systemfont-weight:600SeparatorPage 5Page 5font-weight: 400;The roll out of a Salesforce-based iOS app for beeline’s sales representatives brought the vision of the ‘Swiss Army Knife’ for the organisation of their daily work to life. This solution combines intuitive user guidance with robust backend systems to ensure efficient and effective working methods.font-weight: 400;Data from various different sources, such as SAP and the Google Distance Matrix API, run and come together in the background. This significantly reduces planning and coordination effort.font-weight: 400;The app was successfully introduced in 22 countries, which, accompanied by training measures and continuous feedback, promoted rapid adoption and high user satisfaction.font-weight: 400;This digitalised solution has not only made the daily work of district managers and mobile merchandisers easier, but has also led to an increase in customer satisfaction and sales through improved presentation and availability of products at the PoS.Structure and Data Sources at beeline: Salesforce for Field Service ManagementTime Efficiency and Cost ReductionThe complete automation shortens process times and brings down travel costs to a minimum.Successful DigitalisationAn intuitive iPhone app with automated task allocation and step-by-step guidance.Increased Quality of ServiceFlexibility through real time reactions increases planning reliability and the quality of service for PoS on client sites.Optimised Route PlanningThe usage of high quality data and the link with Google Maps reduces travel time by 20%.AllNew Gallery7. Added Value: Cost Reduction and Profit Growth with Digitalisationfont-weight:600Separatorfont-weight: 400;This digitalisation project and particularly the strategic consideration before the project start were praised by the company CEO as being an important step towards developing process-orientated company culture. With the successive expansion of the solution and the training of all those involved, we have also created a flexible solution that combines data, reduces costs, minimises effort and enables great potential for scalability and further growth of beeline.20% Reduction in Travel DistanceEfficient Travel Costs and Flexibility day-to-daySimplification of “Leading on Distance” through improved reaction timesTargeted and up-to-date Task Management, e.g. for SALE CampaignsAutomated Data Management Transparent InvoicingReplacement of stacks of paper weighing 10kg for an iPhone per employeeOur client’s responseJulia OesterleBusiness Relationship ManagerRating:I think the strategic approach, the expert advice and the careful implementation of the aquilliance team ultimately led us to success. With such a large project, it is important to hone in on the requirements and proceed step by step. Reza and his team also brought this experience to the table. We could not have done better. Thank you!’Learn more and book a first call with us!You would like to learn more about this case study, or discuss your requirements with us?In 30 minutes, we dedicate ourselves to your questions in a video call and find out together how we can help you.Fill out formSpecify desired dateWe will get back to youI am happy to draw on my knowledge from over 20 years of CRM experience to discuss the next steps together without committment.I look forward to getting to know you.Reza GhalamkarizadehFounder Managing Director