Retail Execution with VisitBasis

Motivation of field representatives is one of the most important components of field team management. Employees, who feel satisfied and engaged with their work, are more productive and efficient. When it comes to job satisfaction, wage may be lower on the list than most field team managers think. For every person feeling part of a team and being appreciated is at least as important as financial rewards. Motivating field representatives, who are constantly on the go, can be quite a challenge. Field reps spend most of their workday outside the office, visiting only to get the tasks and report back. It’s no wonder that they often don’t have sense of how they fit into the company’s framework and their motivation is down. Getting no feedback from the management field reps, look elsewhere for a place where they’ll feel valued and appreciated. Field reps turnover is a common thing in retail, but still it impacts customer relationships and company’s bottom line. So here are s...

Managing remote sales teams can be a challenge. One of the biggest problems, a field team manager face, is communication. If the team is spread across different geographical regions and time zones physical and cultural distance barriers may occur. Fortunately, today there are plenty of communication tools and specialized solutions for field team management to strengthen cooperation between managers and sales reps, working remotely. Implementing a retail execution software solution makes it possible to have productive teams located all over the globe. Below you’ll find three simple tips on how retail execution software can help to simplify your remote sales teams management. Keep Your Sales Reps Informed.  Having a mobile software solution for retail execution on their mobile devices, sales reps can access to customer information and product catalog, the schedule of visits, the history or orders and returns and etc. This can really help sales reps to stay info...

Key performance indicators (KPIs) serve as a roadmap to business growth, allowing managers to assess the achievement of company’s goals and adjust marketing strategy, when necessary. Tracking industry trends is particularly important to retailers due to the high volatility of the business. In a changing retail environment it’s critical that data is effectively managed for real-time KPI reports. At first sight, lots of data is available for field team managers to assess sales reps performance. On the other hand, data gathering, visualization and analysis can be really challenging while managing KPI framework. Field team managers might feel like they have too many balls in the air when it comes to gathering various data for several KPIs. Reporting delays and data inaccuracies due to human errors, big time gaps between data aggregation and getting insights for making decisions determine the complexity of KPIs implementation. In order for a KPI report ...

Key Performance Indicators (KPIs) are used in field sales management to measure the success of field representatives at achieving certain goals. Although the success of a sales rep is typically evaluated based on the sales-related indicators that were identified in our previous article , there still are a great variety of indicators that do not involve sales. Below you’ll find a list of indicators that should be also taken in consideration since allowing field team managers to assess various aspects of field team performance, completing the picture obtained from the analysis of sales-related KPIs.     Completion ratio is a relation between scheduled and actually performed visits. It can be defined as the number of actually performed visits divided by the number of scheduled visits and multiplied by 100%. For example if 10 visits were scheduled and 5 actually performed the completion ratio is 50%. The lower the completion ratio is, the more questions to a sales rep a...