Stellaxius unlocked new operational efficiencies for Falua, by standardising Falua’s field sales and retail execution processes and improving access to relevant customer and visit information.
Falua’s new field sales execution approach enables representatives to plan visits more effectively, prioritise the right accounts through structured account segmentation and optimise their schedules according to territory plans and commercial priorities. It also gives reps greater flexibility to adjust their plans when scheduled appointments are cancelled, allowing them to quickly identify other relevant accounts to visit.
As a result, field sales representatives can make better use of their time, reduce unproductive periods and focus more consistently on strengthening customer relationships and identifying new sales opportunities.
The flexibility of Salesforce Consumer Goods Cloud allows Falua’s visit planning and execution processes to evolve alongside changing market and business requirements, supporting continuous improvement and long-term value.
Meet Falua, a renowned wine producer focused on modern and sustainable agriculture. Since its establishment in 1994, the company has worked to become a benchmark in wine production in the Tejo region. Today, Falua has a diverse portfolio of products distributed worldwide and applies responsible agricultural practices and advanced technology across its operations, including its field sales activities.
Unrecorded field sales activities and limited visibility into performance made it difficult for Falua to optimise its sales process. The company needed a standardised approach to visit planning and execution, supported by clear stages, consistent activity capture and technology tailored to the needs of its field sales representatives.
Falua needed to centralise customer and visit information, maintain a complete history of field activities and provide representatives with the information required to prepare, execute and follow up on each customer interaction.
Falua also needed a more structured approach to account segmentation, enabling customer accounts to be classified and prioritised according to relevant commercial, territory and visit-frequency criteria.
When a scheduled visit was cancelled, representatives had limited ability to quickly identify another relevant account to visit. This could result in unproductive time and missed opportunities in the field.
Falua improved field sales efficiency and productivity, and strengthened its Retail Execution capabilities with Salesforce Consumer Goods Cloud.
Stellaxius and Falua designed a solution that centralised customer and visit information while supporting structured account segmentation and territory-based visit planning and execution for Falua’s field sales representatives.
Stellaxius configured Consumer Goods Cloud around Falua’s field sales processes, establishing a more consistent approach to visit planning, execution, follow-up and activity capture.
Stellaxius conducted an assessment of Falua’s field sales cycle, and configured the relevant data model, visit workflows and dashboards in Consumer Goods Cloud. The structured account segmentation helped representatives identify and prioritise the right customers within their territories, while visit history and centralised account information supported better preparation and follow-up.
The solution also enabled field sales representatives to search for alternative accounts that were due for a visit when scheduled appointments were cancelled. Representatives could therefore adjust their schedules dynamically, make better use of their time and continue executing visits in alignment with territory plans and commercial objectives.
