April 18, 2025
Read Time: 6 minutes
Cracking sales in the toughest market often comes down to the strategy you adopt, and sales software or a salesforce automation application is certainly a part of that plan. Besides, SFA tools have proven extremely useful for salespeople and managers to drive sales planning and overall success. This is not our saying, but the success stories we have delivered to our customers nationally and internationally in the FMCG and CPG industry.
One such example is Ajeet Godara, son of a Kinoo farmer, who decided to go beyond farming. With his brother, Ajeet started Natureland Organics and became a first-generation entrepreneur. Natureland Organics envisions becoming a brand for honest, organically grown food items that customers usually look out for these days for their healthy lifestyle. With a family of over 32,000 farmers nationwide, Ajeet Godara’s Natureland Organics serves health-conscious customers in India and overseas.
However, the journey wasn’t easy for them. What started from a small town in Rajasthan (Sri Ganganagar) needed a subtle plan to lay the foundation for expansion to the rest of the country. But how? On one hand, competition in the organic food space was becoming aggressive with new players entering the market, and, on the other hand, Natureland Organics didn’t have the right technology to keep traction on market visibility. Thus, they didn’t know what was selling where, which products were the high-selling products, which products were not selling enough, and what their overall shelf share was compared to competitors.
This issue became a bottleneck, and that’s when Natureland Organics decided to adopt Sales automation software to gain market visibility and sales traction.
This is not only their story; it is something we have observed that locally-owned family businesses nowadays show bigger ambitions, and the next generation is highly enthusiastic to take charge. Young entrepreneurs, with their tech-savvy and forward-thinking mindset, are way more focused on investing in technology (& the processes) that can help them boost business efficiency and sales in the market. Even the Sanjesh Thakur partner, Deloitte, acknowledged – “Their keenness to invest in tech sales enablement and sales force automation is way higher than 3-4 years ago.”
From CPG startups to established FMCG companies, nearly all of them give priority to sales software, customized and personalized as per individual SMEs’ business needs. This allows them to digitize their salespeople, improve on-field productivity, and maintain constant visibility in the market.
If you are looking for sales force automation to transform your consumer goods business, let us help you choose wisely.
- Custom Solutions for Unique Business Challenges
When choosing a sales force automation (SFA) company, many businesses end up with a plug-and-play solution. However, this approach is not ideal for growing FMCG businesses as it offers limited (if any) customization. If you plan to expand with new features in the future, you may not be able to do so. That’s why, to save yourself from uncertainty, we recommend choosing an SFA vendor that offers custom solutions (with the potential to upgrade) aligned with your business requirements and overall sales strategies.
For instance, a recently established FMCG brand in Rajkot needed a solution to evaluate the performance of retailer schemes during the Navratri festival in real time. This allowed them to promote the best schemes in different towns and cities. SMBhav by FieldAssist provided them with a robust sales application that enabled them to evaluate the performance of each scheme in assigned territories at their fingertips. This not only benefited the company but also empowered their salespeople to drive sales with trendy products.
- Embrace User User-Friendly Sales App
Believe it or not, the success of an SFA solution largely depends on how user-friendly the interface is for salespeople, who are ultimately its primary users. Many businesses emphasize features like sales order applications, but “ease of use” determines the app’s acceptability. A simple, easy-to-use UI should be a top priority since most frontline salespeople typically lack advanced technical skills. If the app interface is complicated, it can frustrate sales reps, leading to poor adoption rates or even causing them to leave the company.
What should you do? Look for an easy-to-use sales order application that complements the salesperson’s workflow. A user-friendly app like the SFA App simplifies tasks, minimizes time spent on repetitive activities, and empowers sales teams to achieve more in less time.
- Choose an SFA Partner Who Knows Your Industry
The FMCG industry is unique, constantly evolving, and filled with challenges. If you’re looking for a sales force automation solution partner, ensure the company offers custom solutions tailored to your business’s specific needs. Many vendors provide standard, non-customizable solutions, but these may fail to scale up as your business grows.
SMBhav by FieldAssist, with deep expertise in FMCG and experience working with over 600 brands, understands what it takes to deliver solutions that transform sales strategies. With knowledge of industry best practices and key performance metrics, we have developed an SFA app that is the perfect match for FMCG companies looking to grow sales, expand quickly, and meet targets effectively.
For example, if you’re a regional SME FMCG company in Lucknow with unique requirements related to product categories or geography, a full-fledged SFA app provider like SMBhav by FieldAssist will add significant value to your business.
- Support beyond software
Who’s going to address the challenges you may face with an SFA app? Certainly not you, right? Keep in mind that only a few companies offer on-the-go support and walk the entire journey with you, and SMBhavby FieldAssist is one of them.
At SMBhavby FieldAssist, we are committed to supporting our clients every step of the way. Our hands-on guidance, training, and real-time support for field sales teams ensure a smooth transition to SFA adoption. From training your sales team to addressing queries, we work closely with stakeholders to streamline and optimize sales processes.
Additionally, having a seasoned team of account managers, like those at SMBhav by FieldAssist, ensures high adoption levels and effective app usage in the field. An SFA software backed by a professional team can help you overcome challenges and deliver the right solutions.
- Plan for Future-Ready Sales Automation
Will the SFA software you trust today work perfectly a decade from now? What about upgrades, scalability, and bug fixes? If you’re not considering these factors before investing in sales force automation, your business may not be future-ready.
Choosing an SFA partner is a long-term commitment. That’s why it’s essential to go with a partner capable of scaling alongside your business. Many SFA software solutions fail to handle larger operations, becoming obsolete as your business grows. A vendor that understands market dynamics and offers upgrades with new features is the right partner for you.
SMBhav by FieldAssist offers a suite of solutions to address your business’s current and future needs. With its sales order application, FMCG businesses can efficiently cater to multiple stakeholders in the sales and distribution ecosystem, enabling smooth scalability.
For example, the SFA Battleground module gamifies field sales, motivating sales reps to achieve targets and earn rewards. The SFA Beatometer module provides better visibility and traction on retailer performance, allowing you to plan effectively.
With innovative solutions like these, SMBhav by FieldAssist helps you grow confidently, even in challenging markets. This is how we remain committed to making your business “Future-Ready.”
Whether you choose us or a different sales software for FMCG SMEs, rest assured that it is going to give you valuable insights into your customers. So you need to focus on only one thing – how to maximise your relationship with your SFA app partner. And leave the rest to your partner.
FAQs
- Why should I invest in SFA software for my FMCG business?
You should invest in SFA because it is the best way to gain control over your business operations. It helps you understand what’s selling and where, enabling you to make better business decisions. In an FMCG market with aggressive competition, having the right technology ensures you stay ahead. It also helps streamline tasks like order management, tracking sales, and even planning promotional campaigns, saving time and increasing profitability.
- Can sales software handle local challenges, like festival-based sales in different cities?
Yes, advanced sales software is designed to address regional and seasonal challenges. For example, during festivals like Navratri or Diwali, when consumer demand spikes, the software can help you monitor sales trends in real time. This enables you to push the right products in high-demand areas while managing inventory more effectively. Such insights can give you an edge in planning region-specific promotions and outperforming competitors.
- Why do I need custom SFA software instead of ready-made software?
Off-the-shelf solutions might seem affordable initially, but they often lack the flexibility to meet your unique business challenges. For example, if you’re managing both urban and rural markets, your sales processes might differ significantly. Customized software can be tailored to address these differences, such as creating separate workflows for van sales in rural areas and distributor management in urban locations. This ensures the solution evolves with your business and delivers better ROI.
- What kind of support should I expect from a sales software partner?
Your sales software partner should offer more than just a product. Look for a team that provides end-to-end support, from onboarding and training to troubleshooting and performance optimization. They should act as your growth partner, helping your sales team adopt the software quickly and effectively. A good partner will also provide regular updates, insights, and recommendations to help you get the most out of your investment.