BFSI Sales App

A Leading Private Bank
Increases Sales Conversions by 26% with this Sales App

Problem Statement

Branch heads across the country were assigning leads to their field sales representatives based on the pincode mapping of the representatives. This led to unoptimized sales operations as outside sales agents from multiple branches were assigned to the same pincode. The bank was looking for a system to simplify lead allocation, reduce longer lead actioning time, and boost customer conversions.

Overview

The customer is one of India’s leading private sector banks with over 6,000 branches across the country. The bank wanted to increase their customer acquisition and improve sales conversions.

Field Sales Challenges

An organization with a sales force team can typically come across these challenges:

Ineffective lead assignment without any location or skill-based rules
Inefficient management of field sales officers
System that fails to factor in location as a key metric
Customizable data reports not supported in traditional systems
Absence of a central system for lead management and data collection
Need for constant follow-ups for status updates

Here are some of the key challenges sales officers face while performing their daily tasks:

Attending large volumes of notifications
Ineffective ways to track lead status
Lack of a system to track targets and incentives
Beat the competition to reach the customer first
Reach the correct customer location on time
Document handling, proof of visits, reschedule, and follow-ups
Tracking attendance and expenses
Capture Lead visit outcome while in the field
No easy way to quickly access relevant lead details
Ineffective ways to communicate with customers and managers

Process

Research and Analysis

Our team conducted thorough research to understand the current lead allocation process and the challenges faced by field sales representatives in the BFSI sector. We interviewed branch heads, sales representatives, and customers to gather insights into the pain points and opportunities for improvement. We also analyzed the existing pincode mapping system and its limitations.

Ideation and Concept Development

Based on our research findings, we brainstormed ideas for an AI-powered field sales software that would streamline lead allocation, optimize sales operations, and improve customer conversions. We focused on leveraging AI algorithms for intelligent lead assignment based on factors such as proximity, sales representative performance, constant follow-ups and customer preferences.

Information Architecture, user journeys…

We conducted a design thinking Session involving stakeholders from the bank, including branch heads, sales representatives, and IT personnel. Together, we defined user personas, mapped out user journeys, and identified key features and functionalities for the software. This collaborative approach ensured that the software would meet the needs and expectations of all stakeholders.

Wireframing and Prototyping

Using the insights gathered from the design thinking workshop, we created wireframes and prototypes of the field sales software. The design focused on a clean and intuitive user interface, with features such as lead dashboard, intelligent lead allocation, route optimization, real-time updates, and performance analytics. We iterated on the prototypes based on feedback from stakeholders.

User Testing and Iteration

We conducted user testing sessions with branch heads and sales representatives to gather feedback on the usability and functionality of the software. We observed how users interacted with the system, identified pain points, and iterated on the design to address any usability issues. This iterative process helped us refine the software for optimal user experience.

Notes & Paper Wireframe

Information Architecture

Branch Manager

Sales managers will get better visibility on their teams performance. The dashboard enables them to track sales officers, get real-time lead insights, performance dashboard. They can keep a tab on sales officers’ location with live location and get complete transparency of their daily tasks. Sales managers also get a real-time status of sales officers’ login activity. sales managers can provide timely guidance to sales officers and guide them about lead actioning.

Sales Officer / Sales Representative

Sales Officers have to deal with attending large volumes of notifications, Lack of a system to track targets and incentive, Beat the competition to reach the customer first, Reach the correct customer location on time, Document handling, proof of visits, reschedule, and follow-ups, Capture Lead visit outcome while in the field, No easy way to quickly access relevant lead details, Ineffective ways to communicate with customers and managers.

Solution

Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.

Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.
Intelligent Lead Allocation
Allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
Smart Leads Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
Smart Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
Track and Monitor Real-time Visibility of Field Sales Officers (resource planning)
Sales managers get deeper real-time map-based visibility of field sales officers. This helped them efficiently identify key areas and manage their resources.
Leads Performance Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows and track their performance.
Streamline daily workflow of Field Sales Officers
Field sales agents can do faster and timely follow-ups for faster closures with the help of streamlined workflows. Also they can manage and improve their performance.

Results

Increased Sales Conversions by 26% with

Enhanced sales productivity with AI-powered smart nudges to recommend next-best-action to sales representative.
Better real-time visibility on sales teams for effective resource allocation and tracking their performance.
Maximized sales coverage with strategic and smart recommendation.
Visualized the geographical spread and focused on the performance of the sales areas by revenue, agent, and number of customers.

Value Delivered

48% Lead Allocation & Actioning

26% Sales Conversion Rate

32% Sales Coverage Enhancement

25% Sales Rep Productivity

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