Enquiries and follow-up
How do you track what sales officers do in the field?
Have the officer log the visit on the phone before leaving the customer's gate: who was met, what was discussed, what was agreed and the next date. A visit recorded the same day is data; a visit recalled on Saturday is fiction.
In short
Have the officer log the visit on the phone before leaving the customer's gate: who was met, what was discussed, what was agreed and the next date. A visit recorded the same day is data; a visit recalled on Saturday is fiction.
Trackers that only record location tell you where a person was, not what moved. The useful record is the outcome: which account, which contact, what requirement came out of it, what was promised.
Keep the logging short enough to finish standing at the gate. A few taps, a note, a next date. If it takes ten minutes, it will be done from memory at the end of the week, or not at all.
The manager's view then writes itself. Visits made, requirements raised, follow-ups due, and the accounts nobody has seen in six weeks.
Related questions
System of Marketing & Sales
Put enquiry to dispatch on one governed line.
Tell us how your plant sells today. We'll show you where the line breaks and what it takes to close it.