Distribution Network Reporting
The Business Challenge
The hierarchy in the Sales function is as follows:
i) Area Sales Manager (ASM)
ii) Sales Officer (SO)
iii) Pilots
There exists a many-to-one relationship as regards to Reporting; i.e. Many Pilots report to an SO and many Sales Officers report to an ASM. Currently, for the purpose of reporting, the Pilots fill a DSR (Daily Sales Report) and send it by courier to their SO. The SO has to manually collate this data and send it to the ASM.
The ASM has to manually collate data of all the Sales Officers and then sends it to the Regional Office. This results in the following:
Time Lag due to dependence on the Courier Service.
High Overhead cost due to the usage of the same.
Loss of valuable time due to manual interventions required.
The Enj Solution
All Pilots fill out their Daily Sales Report (DSR) variant-wise and retailer-wise in an Enj document.
The SO gets a collated report containing quantified data of all the salesmen reporting to him.
He sends this document to his ASM who gets a collated report containing quantified data of all the Sales Officers reporting to him.
Benefits
This process helps the ASM in sales forecasting for his particular Strategic Business Unit (SBU).
Quantitative, collated data is available at each level.
Performance Dashboard to appraise the performance of each person in the workflow is available.
View Process
The Business Challenge
The hierarchy in the Sales function is as follows:
i) Area Sales Manager (ASM)
ii) Sales Officer (SO)
iii) Pilots
There exists a many-to-one relationship as regards to Reporting; i.e. Many Pilots report to an SO and many Sales Officers report to an ASM. Currently, for the purpose of reporting, the Pilots fill a DSR (Daily Sales Report) and send it by courier to their SO. The SO has to manually collate this data and send it to the ASM.
The ASM has to manually collate data of all the Sales Officers and then sends it to the Regional Office. This results in the following:
Time Lag due to dependence on the Courier Service.High Overhead cost due to the usage of the same.Loss of valuable time due to manual interventions required.
The Enj Solution
All Pilots fill out their Daily Sales Report (DSR) variant-wise and retailer-wise in an Enj document.The SO gets a collated report containing quantified data of all the salesmen reporting to him.He sends this document to his ASM who gets a collated report containing quantified data of all the Sales Officers reporting to him.
Benefits
This process helps the ASM in sales forecasting for his particular Strategic Business Unit (SBU).Quantitative, collated data is available at each level.Performance Dashboard to appraise the performance of each person in the workflow is available.
View Process
