Product Knowledge & Understanding
Know what you're selling, inside out
Do's
Know the Assurance Risk Windows
Explain when a farmer gets assurance and when not
Emphasize on why plot mapping matters
Explain Sowing / TP Date importance
Don'ts
Don't make unapproved claims or promise outcomes
Don't skip plot mapping
Don't skip adding sowing date
Target Territories & Pockets
Work smart — prioritize the right places
Do's
Prioritize villages with strong weather risk, sowing date windows, crop stage fit, retailer influence, and adoption potential (Heat Map)
Follow weekly focus plan with CEMs and Execution Managers
Maximise farmer meetings
Review yesterday's results to refine today's plan
Don'ts
Don't chase random villages without leads or inputs from team
Don't spend the day on long-distance travel without meeting targets
Channel Activation & Retailer Onboarding
Build the right retail partnerships from day one
Do's
Identify the right retailers — Credit / Active Advisory, Influencer Farmer Network, Relationship with Distributors, OD Limits / Maitreyi Milestones, Catchment Area
Farmer List and KYC are early signals — use them
1st visit — create awareness. 2nd visit — close the deal
Ensure First Full Loop Closure: Farmer → Retailer → Distributor
Don'ts
Don't use the 2nd visit just for awareness — it must move towards closure
Don't take collection or credit risks without accountability
Don't disappear after the first PO
Farmer Pitch — Trust Building & FAQs
Win the farmer's trust before you win the sale
Do's
Farmer-level demand generation is key
Start with rapport — introduce who you are and why you're there
Lead with recent weather impact as the core pain point
Build trust first — before pitching the product
Plan and fix appointments with farmers in advance
Keep the demo plot and Alivio app ready on your phone
Don'ts
Don't rely only on channel — always drive farmer-level demand
Don't start with price — lead with value and outcomes
Don't lose time in unproductive farmer meetings
Don't start the day without a route plan and target list
Don't leave app downloads for "later" — complete it during the visit
Don't spend more than 20 minutes in low-potential conversations
Don't log in on your app using farmer's details
Don't let warm leads go cold