Drive Sales Performance with eSales SFA: A Breakthrough Sales Management Solution for the FMCG Industry 

In the highly competitive fast-moving consumer goods (FMCG) industry, every sales representative plays a vital role in driving revenue across thousands of retail outlets within an extensive distribution network. Discover how eSales SFA from HQSOFT not only helps FMCG businesses maximize sales performance but also delivers a significant competitive edge. From setting focused sales targets and tracking KPIs in real-time to smart sales recommendations, this powerful solution enhances revenue growth, improves customer experience, and maximizes profitability. 

1. How to Effectively Manage Sales Teams: Set Focused Sales Goals 

Sales goals or sales focus are specific performance indicators assigned to each salesperson, enabling teams to execute a concentrated sales strategy more efficiently. These include: 

• Which products should be prioritized today/this week? 
• What promotions are currently active? 
• Which customer segments are the focus for this day/month/quarter? 
• Specific KPIs include order volume, revenue, SKU coverage, and more. 

When sales goals are clearly defined, sales reps have direction and can measure performance accurately. Without this sales focus, they often sell without alignment with the company’s business strategy – resulting in poor performance and missed business opportunities. 

2. eSales SFA – Empowering FMCG Businesses to Guide and Optimize Sales Performance 

With the eSales SFA field sales management system, assigning KPIs, setting sales targets, and communicating Trade Marketing programs becomes easier and more effective. The Sales Focus feature not only lifts the burden of remembering all priorities for sales reps but also supports performance tracking, and sales reporting, and eliminates the uncertainty around “How to meet sales targets?” 

Designed with a user-centric approach and flexible customization, eSales SFA acts as a powerful assistant to help sales teams break through targets, increase efficiency, respond faster to market changes, and deliver better customer service. 

Read more: Mayora boosts sales efficiency with HQSOFT’s eSales SFA in just 8 weeks 

2.1. Flexible KPI Tracking and Sales Target Setting 

Through the DMS platform, managers can easily assign KPIs – such as sales revenue, new products, or priority SKUs to each sales rep. The intuitive interface of eSales SFA allows sales teams to view their targets instantly and plan appropriate sales activities for each outlet on their route. 

2.2. Real-Time Target Display and Updates 

Based on real-time data and the company’s sales strategy, eSales SFA automatically highlights products and promotions that need extra attention. DMS allows managers to customize sales focus and instantly notify the sales team via the mobile app. 

Sales focus items are categorized in the app, allowing sales reps to follow through with ease. These include: 

• New products to push 
• Mandatory products 
• Overstocked items  
• Promotions: Buy-get, discounts, combo offers 
• POSM display programs with reward points 

With this, sales reps can proactively prioritize products, apply for relevant promotions, and boost order conversion rates through faster and more effective selling. 

2.3. Smart Sales Recommendations 

By integrating data from the DMS, the eSales SFA app intelligently recommends appropriate sales targets for each outlet based on: 

• Order history 
• Purchase frequency 
• Ongoing promotions 
• SKU coverage 

Leveraging advanced algorithms and AI technology, the app features automatic recommendation engines, sales reps can suggest the right products, at the right time, for the right needs – significantly increasing the chance of closing a sale. 

Read more: Nous Vietnam coordinates with HQSOFT to successfully digital conversion of the distribution system 

2.4. Track Sales Performance by KPI directly in the app 

Each salesperson can monitor their progress toward assigned KPIs right within the eSales SFA app – from revenue and number of successful orders to critical performance metrics such as: 

• Outlet coverage rate (% ASO) 
• SKU diversity per order (SKU per invoice) 
• Number of outlets visited 

Reps can log daily activities, report progress, and plan their schedules directly in the app – eliminating guesswork and vague visits. eSales SFA improves orientation and boosts sales team productivity. 

All data is instantly synced with the DMS system, enabling managers to supervise sales operations, analyze campaign effectiveness across regions and distribution channels, and fully maximize team performance. 

Are you a manufacturer or distributor in the FMCG industry looking for a powerful solution to manage your sales team effectively? 

Experience the eSales SFA demo today – the modern sales force automation solution for FMCG businesses!