Sales Force Automation in the Indian Retail Industry

The importance of adapting to sales force automation in an ever growing Indian retail market.

Companies have been increasingly turning to technology to run their businesses effectively. Medium and Large Scale Enterprises often give credit to the ever evolving technology which has streamlined their sales processes, techniques and has played a significant role in the evolution of the company by being a significant growth contributor.

What does the data say about the future of the Indian retail industry?

A report presented by IBEF (India Brand Equity Foundation) in July 2017 analyzes the FMCG market in the Indian retail industry. The report states that growth is expected at a CAGR (Compound Annual Growth Rate) of 20.6%. FMCG growth is estimated to reach US$ 103.7 billion by 2020 from US$ 49 billion in 2016. These estimates show how the conventional retail market of India is expected to grow on small retailers.

This dynamic nature of the retail industry in a developing superpower like India shows how important it is for companies and all stakeholders alike to meet the challenges posed by it. This means that both the types of companies – those who use traditional sales methods of engaging with customers and those who streamline their sales processes through technology –need to be ready to grab all opportunities presented by this challenging industry to survive and retain profitability.

Thus, Sales Force Automation seems to be the perfect upgrade for the sales methods implemented by any retail company according to the statistics. It is the inevitable next step in the evolving Indian retail market for businesses that want to keep up with global sales methods and are interested in streamlining their sales processes.

What do you gain through sales team automation as a company?

Broadly, sales methods encompass all factors which contribute to an effective selling mechanism. Most conventional sales methods dive deep into creating a more personal experience for customers when they interact with sellers or companies. From asking the right questions to carefully handling objection to learning more about customer feedback– automated sales processes are more tactful in their approach. Sales force automation manages issues like attendance, buying factors, analyzing behavior, and manual interventions that would otherwise have a negative impact on sales team productivity.

Statistics, evidently so, have been in favor of sales force automation. Companies who implement sales team automation spend approximately 70% of their time in resource planning and time management. Field force automation thus enables the company to focus more on allocating resources with increased efficiency. You can target improving segments where performance is weak as compared to others. You can retain the performance of high performing sectors by analyzing your interactions with the customer through feedback.

The major benefits of adopting sales force automation are:

Streamlined Sales Force

Focus on sales force automation is to increase sales team productivity. Sales team automation might take some getting used to and your team will probably have to be trained to understand how the new technology works. In the long run, however, you’re increasing their productivity by enabling them easier access to all important notes, contacts, etc. in one place. Your team will be able to notify you directly of their movements, thus eliminating any chance of miscommunication.

Efficiently Managed Orders

Orders can be managed more efficiently with automated sales processes. All order related data will be sent instantly to the stockist and the distributors at the same time. You will be able to access these records at any point of time which decreases the time required for you to search for records. You will be able to manage data easily, more efficiently, and without missing out on a single order.


Sales force automation not only includes sales team automation but also the automation of your sales analysis methods. You will be able to generate MIS (Management Information System) Reports, product category wise reports, reports based on region, etc. through the sales force automation software in place. Your sales team will also be able to register complaints, take surveys and generate other customized reports through automated field ordering.

Easily Accessible Real Time Data

Managers can easily monitor the movements and activities of their sales force through an automated sales force platform. Managers will be able to focus more on strategizing new business development plans instead of having to go through a huge pile of paperwork in a day’s time.

Cygneto’s Field Ordering Solution for Sales Team Automation

Cygneto is the brain child of Cygnet Infotech, a CMMI (Capability Maturity Model Integration) Level 3 IT services company based in USA, South Africa, Australia, and India. Cygneto specializes in creating solutions that solve various ordering related problems across businesses. Cygneto already has a strong background in creating business applications that have benefitted businesses in boosting their sales, sales team productivity, and improving their sales processes. This makes Cygneto’s Field Ordering Solution – Cygneto Field Sales – the best choice for businesses to automate their sales force.

Cygneto Field Sales is a comprehensive solution for all business enterprises – small, medium and large. It gives you all the benefits that a general sales force automation solution would – streamlining of your sales force, order management, generation of reports and easily accessible real time data.

Some of the added benefits of Cygneto Field Sales include a completely customizable sales force solution with API integration for all major ERP (Enterprise Resource Planning), CRM (Customer Relationship Management) and back end systems. 

As we foray into the digital world, we must prepare ourselves for the impact that sales team automation technology will have on the Indian retail market. While the graph of technology will keep on increasing positively, it is our job as entrepreneurs to hold our ground and foster organizational willingness to improve and excel.

Request a demo for Cygneto Field Sales today!Please feel free to contact us for any queries regarding our products and services.

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