Project Varta: right person to right person at right time and right place; GSK CH

Abstract

Today all FMCG companies are moving towards sales and marketing at a micro level. They are trying to reach as many outlets directly as they can. In such a scenario, it is very important for a sales executive to spend most of his time on the field. The SE has to be market ready, has to be armed with holistic data, and have instant access to all relevant information. With increasing size and complexity of organizations, the process of information flow has become slower. Any company needs to find how the process can be made transparent and supportive. GSK has many channels through which it helps its Sales Executives. It has an SE portal, Distributor Management System, corporate email accounts and MIS Team support from Regional Sales Office. However, for any one piece of information, the SE has to access multiple channels. This is the reason GSK needs to create a central information repository for its Sales Executive. For this, GSK needs to know exactly what information do they access in their daily routine, with what frequency and the purpose they use it for. With the implementation of Project Varta, GSK will be able to decrease time wasted in non-constructive work. This time can be used to increase Customer or Market Facing Time of a Sales Personnel