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Client
Schneider Electric
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Service
Salesforce SFA & AI
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Industry
Energy Management
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Company Size
150,000+
The client
A global leader in energy management and industrial automation present in India across a vast network of distributors, channel partners, and direct enterprise accounts was grappling with the inefficiencies of a field sales model that had not kept pace with the scale and complexity of its Indian operations. With hundreds of field sales representatives managing beat plans, distributor visits, and customer engagement across diverse geographies, the absence of intelligent route optimisation and structured planning tools was generating unnecessary operational cost and leaving significant market coverage potential unrealised.
The problem
Schneider Electric India’s field sales organisation was operating on manual beat planning processes that were neither optimised for efficiency nor aligned with the intelligence available in the company’s data systems. Inefficient routing, inconsistent distributor engagement, and the absence of AI-driven planning recommendations were suppressing field productivity and limiting the business’s ability to maximise coverage across its Indian territory.
- High Operational Costs from Inefficient Field Planning — Manual beat planning and unoptimised routing were generating unnecessary travel time and operational expense, reducing the number of productive customer and distributor visits each field representative could make. The business was paying for field coverage it was not fully receiving across India.
- Low Productivity from Non-Optimised Route Management — Without intelligent route optimisation, field representatives were making suboptimal sequencing decisions that extended travel time and reduced selling time. The absence of data-driven prioritisation meant high-value accounts were not consistently receiving proportional visit frequency across Indian territories.
- Inconsistent Distributor Engagement from Unstructured Planning — The lack of structured, system-driven visit planning created inconsistency in distributor engagement quality across territories. Some distributors received frequent, well-prepared visits while others were underserved creating gaps in relationship quality and commercial performance difficult to identify without a unified platform.
OUR SOLUTION
Worxwide conducted stakeholder workshops and process discovery sessions to map specific gaps in Schneider Electric India’s field sales and beat planning workflows. A Salesforce SFA solution was implemented with customised beat planning and route optimisation modules, and Agentforce AI capabilities were enabled for intelligent scheduling, visit prioritisation, and productivity recommendations. Workflows covering route planning, approval processes, and calendar synchronisation with geo-tagged check-in/check-out were built to give management full visibility and field teams clear structure.
- Salesforce SFA with Custom Beat Planning Modules for India — A Salesforce Sales Force Automation implementation tailored to Schneider Electric India’s field sales model provided the system backbone for structured beat planning, territory management, and distributor tracking across the country’s diverse geographies.
- Agentforce AI for Intelligent Scheduling and Visit Prioritisation — Agentforce AI capabilities were activated to generate intelligent scheduling recommendations prioritising visits based on account value, purchase history, and engagement patterns — and provide real-time productivity coaching to help field representatives maximise the impact of each working day.
- Geo-Tagged Check-In/Check-Out and Route Optimisation — Geo-fenced check-in and check-out workflows combined with integrated route optimisation gave field managers real-time visibility into team activity while ensuring representatives executed against planned routes efficiently across all Indian territories.
Our work in action
The Impact
25% Improvement in Field Sales Productivity
AI-driven scheduling, optimised routing, and structured beat planning combined to improve field sales productivity by 25% measured in productive visits completed, accounts covered, and sales activities executed per representative per period across India.
Increased Market Coverage Efficiency Across India
Route optimisation and intelligent prioritisation enabled the same field force to cover more accounts more consistently, expanding effective market coverage without additional headcount and ensuring high-value accounts received more frequent, better-prepared visits.
Improved Distributor Engagement and SLA Adherence
Structured visit planning and real-time management visibility reduced inconsistency in distributor engagement that had previously been invisible to leadership. SLA adherence improved as field teams operated against system-generated plans rather than personal judgment across Schneider Electric’s Indian distribution network.
