Impact
19,000reports generated annually. 200 sales officers covered
100man-hours of weekly efforts saved in report creation and distribution
2resources reduced in the MIS reporting team
Business Challenge
Tracking and monitoring Primary & Secondary Sales Performance of Zonal Branch Managers
To maintain a balance and meet the growing demands of customers, this fintech company closely monitors the activities of the Distribution Sales Team. Zonal Branch Managers (ZBMs) are required to meet their daily primary and secondary target. The primary target is to expand the retail network and the secondary target is to expand the network of distributors.
The Zonal Branch Managers (ZBMs) work with their teams of Zonal Sales Managers (ZSMs) to meet daily targets. By the end of the week, the ZBMs have to present the weekly target v/s achievement performance report to the next in line manager.
This report was being drafted manually by the ZBMs based on the data shared by ZSMs in Excel spreadsheets while working on the field. A considerable amount of time was spent on collating data and collecting information from the team. At times it was even challenging for some managers to interpret the collated data accurately and derive critical insights for decision making. The reports generated barely scratched the surface of insights, lacked personalization, and context.
Issues Identified
- Significant manual effort and time spent on creating weekly performance reports
- Lack of data interpretation caused by data illiteracy and time constraints
- Inability to identify hidden trends and insights from data reported
- Lack of personalized reports across team hierarchies
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Company Overview
This Indian fintech company provides a mobile-based platform for banking, savings, payment, merchant transactions, bill payment, and cash collection services. Partnered with some of the largest Indian banking players, the firm democratizes banking services to unbanked customers from weaker economic sections of society through its app-based platform. Extending its network of over 100k merchants across 150 cities, it has built the largest cash-to-digital network in India, which processes over US$200 million in transactions per month.
Industry
Financial Services
Function
Sales
Use Case
Distribution Channel Performance Report
