Value Delivered
Background
The customer is one of India’s leading private sector banks with over 6,000 branches across the country. The bank wanted to increase their customer acquisition and improve sales conversions.
Challenges
Branch heads across the country were assigning leads to their field sales representatives based on the pincode mapping of the reps. This led to unoptimized sales operations as outside sales agents from multiple branches were assigned to the same pincode. The bank was looking for a system to simplify lead allocation, reduce longer lead actioning time, and boost customer conversions.
Solution
1. Intelligent Lead Allocation
Dista Sales, our AI-powered field sales management software, allocated leads to the right field sales agent based on multiple parameters, including proximity, capacity, skillset, customer priority, and more. This increased lead assignments, and fewer leads were left unactioned.
2. Smart Beat Planning
The sales productivity platform clubbed new, nearby, and adhoc leads and assigned all leads to the right sales rep for an efficient daily beat plan. This helped them focus more on customer visits, improved engagement, and reduced travel time.
3. Catchment Area Analysis
With Dista Sales, the bank created and assigned catchment areas to executives based on sales coverage and lead clusters. The system also plotted customers and prospects on maps in the form of clusters for better visualization. This helped them efficiently identify key areas and manage their resources. This was crucial to their resource planning and deployment.
4. Seamless Sales Enablement
A dedicated app for outside sales reps empowered them to act on leads timely. Features like Smart Pitch enabled them to upsell and cross-sell to customers with relevant product brochures and information directly from the app.
5. Auto Lead Management
The lead management system helped sales reps respond faster and ensured timely follow-ups for faster closures. It also enabled seamless lead tracking and streamlined workflows.
Highlights
- Enhanced sales productivity with AI-powered smart nudges to recommend next-best-action to sales reps.
- Better real-time visibility on sales teams for effective resource allocation and tracking their performance.
- Maximized sales coverage with strategic and smart recommendations.
- Visualized the geographical spread and focused on the performance of the sales areas by revenue, agent, and number of customers.
See How Enterprises Leverage Location Intelligence with Dista
“Dista Service helped us with field investigation of our prospects as well as loan servicing for customers. Over 10K users are using the app to get real-time updates on their loan status, raise queries, respond to queries and more.”
Sandeep Gambhir
Head - Digitalisation & Marketing, ICICI Home Finance
“With Dista’s AI-enabled location intelligence platform, CMS provided seamless, faster, safer, and hassle-free doorstep cash transportation service. There was an increase in agent productivity while a reduction in cash movement overheads with the right-sizing of custodians and vans.”
Rohit Kilam
CTO, CMS Info Systems
