Notable Work Done
Driven impactful transformations across diverse business environments—from pharma-to-FMCG transitions and e-commerce scale-ups to trade spend optimisation and field force efficiency. Our interventions have enabled business turnarounds, rural expansion, and urban retail optimisation through data-led insights. By introducing gamification for product launches, cold-chain distribution audits, and DMS automation, LBC helps organisations modernise operations, boost profitability, and build agile, performance-driven sales ecosystems
Case Study
Field Force Migration to Third-Party Payroll & Efficiency Enhancement
Company
A Large FMCG Co
Sector
FMCG
Project
Empowering people, powering performance.
The company wanted to transition the entire field force to a centralised payroll system and use technology to drive performance measurements and compliance.
COMPANY CHALLENGES
In a large FMCG organization, the sales field force was managed through distributor payrolls, resulting in delayed salary disbursals, low motivation, and high attrition (~32%). The lack of standardized HR processes created inconsistencies in payouts, limited performance visibility, and placed a heavy working capital burden on distributors. The organization needed to bring discipline, transparency, and scalability to its frontline workforce model while improving morale and productivity.
OUR APPROACH
As Head of Sales Development, I led a structured migration initiative in partnership with a third-party HR service provider.
- Transitioned the entire sales field force to a centralized payroll system with direct salary and incentive credits into employees’ bank accounts.
- Introduced tech-enabled attendance, performance, and compliance monitoring, ensuring data-driven visibility across regions.
- Standardized roles, compensation bands, and incentive structures to drive fairness and motivation.
- Reduced dependency on distributors by shifting administrative and financial responsibilities to the third-party platform, freeing up working capital and improving governance.