Experts in Territory, Location & Field Force Optimisation

Sales & Field Force

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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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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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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Time to admit: is this your Sales Rep?

Picture your sales rep in the customer’s shop. He has this season’s product catalogue and some tangible samples to present and the retailer has agreed to give them some time today. It’s the ideal scenario for a profitable sales call, right? This is right, however the rep […]

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RFM Segmentation – Recency, Frequency, Monetary (RFM)

Customer Lifetime Value

RFM Segmentation explained RFM (recency, frequency, monetary) analysis or segmentation is a marketing technique used to determine which customers are considered best by examining how recently a customer has purchased (recency), how often they purchase (frequency), and how much they spend (monetary). RFM segmentation is sometimes referred […]

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Sales reps efficiency improved by Territory Runner at Costa

Costa Express Costa Coffe Proud to Serve

Sales reps efficiency improved at Costa Coffee using Territory Runner. As part of a drive to improve efficiency of their field sales reps, Costa Coffee Express & Proud to Serve approached Tech4t to help them: 1. Design a field sales territory structure; merging two disparate field-sales/agent teams. […]

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