Mobile Sales Study
The Challenge
Maintaining an effective field sales team is a significant investment for any organization big or small. Overhead costs for necessities like transportation, employee salaries and physical sales material can quickly quickly spiral out of control. You find yourself unnecessarily adjusting variables like product price, product assortment and order minimums to try and justify the investment in your field sales team. Unfortunately, these adjustments often have a negative effect on overall margin and you find yourself in an even deeper hole.
The Goal
The objective for an organization maintaining a field sales team should be overall effectiveness. That might sound obvious but it’s not always easy to achieve. There should be a constant focus improving a few core metrics like time spent in store, visits per day, successful visits with an order, average order ticket price, product return %. How can we positively influence these metrics? It all starts with the ability to measure…measure…and measure some more.
The Solutions
PEOPLE
It all starts with having the right number of people, with the right skill-sets, in the right roles. Most organizations have a good handle on this piece as it is often the first (and sometimes only) priority. However a review and validation is critical for success.
PROCESS
An efficient and effective sales process is another key factor for success. A quick Time-In-Motion study can reveal areas of opportunity to focus and adjust existing processes.
TECHNOLOGY
This is often the area with the greatest impact to overall sales team effectiveness. Leveraging advanced, but simple to use mobile technology will give your team the tools to record and measure the areas needed to build a high performing team. Increased communication to and from the field will allow for quicker reaction to changing store conditions and better informed business decisions. Today’s technology is extremely cost effective and simply a must have to achieve the greatest results.
Sample Project
%
People and Process
%
Technology
Day Turnaround
Amazing Result
- Visits with an order 35%
- Increased visits per day 25%
- Reduced product returns 12%
- Average order value 3%
The Results Can Be Amazing
This is just a few examples of what clients have achieved with a focused effort and the right technology. The results quite simply can be amazing!