One of the pillars of success for your company is the outcome of your sales representative visits to clients. The positive (or negative) impact isn’t limited to more or fewer sales, but to client loyalty, brand image, etc. In this article, we will provide you with 4 fundamental aspects to improve this impact that can be easily measured. Correct the weak points of your performance, strengthen what you do well and the results will soon come. Guaranteed!
Time preparing for the visit
Benjamin Franklin said: “If you fail to plan, you’re planning to fail”. We wanted to start with this point because it encompasses and determines the other 3 that follow. In a previous article, we talked in detail about the importance of sales routes and how to plan them. Including key criteria for defining routes..
This section includes logistics, data collection, visit strategy design… Everything. The State of Field Sales Report 2018 concludes that sales representatives spend 67% of their time on administrative tasks. It is important to provide them with technological tools that can automate this type of tasks.
The POS manager cannot be constantly setting up the route into their Sat Nav, entering the destinations by hand, calculating how many visits they will have time to do, etc. Nor can they be wasting their time looking for the client timeline or their history (latest orders, notes from the previous visit, sales evolution, etc.). Or spending hours writing reports and taking printed copies with them in case the client needs them. Let’s not talk about if something unexpected comes up on the way: a road closure, some data that the client asks for, a missing report… They must keep their energy for the face-to-face contact with the client.
A POS manager who is well organised, more relaxed and doesn’t have any worries is more motivated and in a better condition to improve their productivity as well as your own. And for that reason, later on we will introduce you a tool that automates all of this and gives you what you need. Immediately. In real time. Standardised on any device that you use.
Time spent on daily journeys
It is clear that this section is closely related to the previous one. Adequate planning and definition of the route will reduce travel time, increasing the quality time spent with the client. Vincle automatically calculates and optimises routes based on multiple parameters. It is said that every minute spent on the road is time lost. Not any longer. Vincle not only reduces travel time, but also allows the sales representative to use it to prepare the next visit through its text-to-speech technology. This way, they can listen while they drive to written information: goals of the next visit, historical data, events, etc. Even offline!
To sum up, by freeing the sales representative from unproductive tasks, they will have more time to spend with the client. They will be more relaxed and motivated to make deals.
Visit completion time
By spending less time travelling, the POS manager will be able to focus on tasks that bring greater added value to their job and dedicate more time to the visit as well as to the client.
There are tasks that can only be done at the point of sale: such as checking the display area and the promotional compliance. In the end, these tasks can be automated with technologies like image recognition. This allows the POS manager to have more time available for making visits and getting the best quality out of them.
According to the study mentioned before, if a sales representative only spends 33% of their time on non-administrative tasks, the results will be unsatisfactory. We will need then to adjust the sales objectives accordingly. However, tools like Vincle automate many of the processes and have a positive impact on the performance of POS managers.
Average daily visits
We have kept this insight for the end because it depends on the 3 previous ones.
We have seen how adequate planning allows travel time to be reduced by optimising the sales route and maximising the profitability of the journeys.
We have also seen how having the client timeline, historical data, pre-visit information and reports reduces both pre and post-visit time.
Lastly, automating certain tasks in the point of sale audit, such as scanning the display area reduces the time POS managers dedicate to this task and allows them to focus on others with greater added value such as negotiation with the client.
To sum up, reducing unproductive time as well as automating routine or low added value tasks, which tire and demotivate the professional, prevents inefficiencies and low results.
A POS manager having time to carry out more and better quality visits increases their motivation and performance level to meet the set goals.