Driving field sales, territory & business performance

Sales & Field Force

Field Team Headcount from an HR Perspective

HR and field force sizing

Using HR and company data to plan field team headcount Getting a field team headcount right – with the right people in the right locations – can be extraordinarily difficult. Consolidating HR and your company data can give a better outcome. An organisation’s strategic objectives need to be considered […]

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Does your field force deliver for your business … and your customers

Database software. Territory Runner includes the core CRM functionality but goes far deeper with a combined mapping interface

Does your field sales force deliver for your business ….. and your customers? Many organisations view sales force optimisation as a cost reduction exercise. Hardly surprising, when there are significant cost efficiencies available. But focus on cost alone is to overlook the size of the opportunity prize […]

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Is poor sales performance always down to the rep?

Star Map of Sales Team Performance

Is poor sales performance always down to the rep? Or could it be their territory? Poor performers sometimes find their way into the sales force – despite best efforts in recruitment. Once identified, a common solution is to manage them out. But is this always the right […]

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Generate more selling time with visit scheduling and a route plan

Generate more selling time with visit scheduling and route planning In logistics, company profits rely on being able to deliver the right goods to the right point in the quickest, shortest route possible. Without robust delivery scheduling and a route plan logistics operations would collapse. Many companies […]

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Good sales territory practice

What constitutes good practice when designing sales territories? When it comes to designing sales territories there’s often more than one way to carve up your geographic sales landscape. In this post Tech4T explores some of the points for consideration and where some of the pitfalls lie. Start […]

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Are your sales people kissing more frogs than princesses?

Customer Analytics, Predictive Modelling, Recency Frequency Value Analysis - to improve customer targeting and field sales activity planning

As a sales person, you need to be hitting it off regularly with both new and existing customers. In order to kiss more princesses than frogs, it’s important to make sure every visit counts. This means prioritising visits to outlets most likely to result in sizeable orders.  […]

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