Organization Structure – Paytm – Healthcare

Vertical
HOD/ VP

Territory
Manager- South East West
North

AM
AM AM AM
AM (U.P.) (Rajastha
(Punjab) (Haryana) (Delhi)
n)

Salespeo
FSE FSE FSE FSE
ple-FSE
 Population Population Population
No of salespeople per district :
Name Status Census Census Census
1991-03-01 2001-03-01 2011-03-01

Ambala District 806,500 1,014,411 1,128,350

Bhiwani District 1,163,400 1,425,022 1,634,445

Faridabad District 859,400 1,365,465 1,809,733

Fatehabad District 646,200 806,158 942,011

Gurgaon District 603,900 870,539 1,514,432

Hisar District 1,209,300 1,537,117 1,743,931

Jhajjar District 715,200 880,072 958,405

Jind District 980,400 1,189,827 1,334,152

Kaithal District 781,800 946,131 1,074,304

Karnal District 1,035,400 1,274,183 1,505,324

Kurukshetra District 669,400 825,454 964,655

Mahendragarh District 681,869 812,521 922,088

Mewat District 542,200 789,750 1,089,263

Palwal District 617,800 829,121 1,042,708

Panchkula District 310,400 468,411 561,293

Panipat District 698,100 967,4

Questions
1. Who all are your customers? 2. Which all are your sales
territories ?
Pharmacies North
Laboratories West
Doctors East
Hospitals South
Key accounts : Apollo, Clove, Dr. (For Tier-1,2 cities only
LalPathLabs, Vedanta, etc. Tier 3,4 are focused by offline-
online vertical)
3. On what basis have they 4. Are these designs well and
designed them? contributing to the top line of the
company ?
Coordination Yes
Communication Increased the market coverage
for them
Management is easy
Improved customer reach and
relationships
5. Do they have any control units?
Managed by the Assistant/Line
managers only.
6. How do you find the potential
location and customer ?
Tier 1,2 ( where there is
Digitalization )
 Key(25%) and Non-Key
Accounts (75%)
6. What are the basic roles of your
salespeople –FSE ?
Visiting the existing customers(
whether the QR code is teared
or not?)
Building healthy Relationships
If any key account is there, then
the AM/ Territory head himself
meet)
7. What skills do you see while
evaluating a salesperson?
Medical line representative
Sales skillset (30%)
Prior experience
Area knowledge (40%)
Vernacular language(0%)
Network building skillset
8. Do you Plan efficient routes for 9. Do you discuss with your
your salesperson? salesperson like how much time
should he give to what task?
 Not as such, because the
salesperson is familiar with the Beat Planning ( 12 visits per day)
area, And routes are not defined
as such.
Flexible Face-to-face 80%
(70% - Maintaining
relationship
30%- New On-boards)
Travelling/waiting 20%
10. How do they track their
salespeople, whether or not they
are meting the clients?
Whatsapp live location, Before
this, Internal applications( GIS)
11. Tools for keeping the record of
time and data?
HIVE software to know which
salesperson has done what?
12. How often do you revise your 13. Are there any overlapping
sales territory? Territories?

The AMs vary the targets of the No.

salespeople as and when
required.
C: Guhring India Pvt Ltd.
• Pradeep joshi, sales and service engineer, north Karnataka region of
Guhring India is under pressure from his Zonal manager SOUTH to
handle Karwar and goa state along with 4 districts he had already
been taking care of (including 30 Business customers in Belagavi + 25
customers in Hubali, Shimoga, Kopal).
• He shared his problem as to how he works for 6 days a week 12-14
hours but can only visit these 55 customers. He does not follow and
route plan.
• How can he take the additional responsibility?
• Being Krishnamurty, The Zonal head, I would ask him to plan his
schedule weekly by once asking over phonecall if any customer
requires the service or not and then schedule his week . E.g. If not
many customers require the service this week, he needn’t spend 2
weeks for the 30n customers in Belagavi, Instead he can move to
other 3 districts for the rest 25 customers.

• He can plan his route via GPS, the shortest route visiting all his
customers.