The Last Low Hanging Fruit of Salesforce Management

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The Last Low Hanging Fruit of Salesforce
Management
An Easy Way to Boost the Efficiency of Your
Salesforce Using Location Intelligence

• Endre Roth, President
• LOGIC iN ACTION
• 5 April 2005

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Some people seem to be able to sleep anywhere
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Lets talk about

• Salesforce Management
• The Opportunity
• The Solution
• SalesForce Routing
• 3 step process
• Quick ideas
• Benefits
• Example/Case study

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Salesforce Management

• Consumer Goods salesforce/ merchandisers
• Visiting 5-12 stores/day
• Pre-defined visit pattern (freq)
• Target increase SELLING TIME (and minimize other
  activities)

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Territory overview
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Salesforce Management
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The Low Hanging Fruit

• 92 of SRs use paper maps and markers (!),
  although
• Routing technologies are available, and...
• Proper travel planning process can produce 5-7
  efficiency INSTANTENIOUSLY.

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Solution SalesForce Routing
3 Step Process
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SalesForce Routing ideasto be more effective

• Decrease the of workdays not the work-hours!
  (10-30)
• Sales Reps time schedule need to be reasonably
  flexible. (10-15)
• You do not always need to visit the same store at
  the same day of the week. (3-5)

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SalesForce Routing - Benefits
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SalesForce Routing Benefitsbeyond the
obvious

• Improved coverage and better resource management
• shorten the learning curve for new Sales
  Representatives
• budget expenses in advance
• eliminating the time consuming and tedious
  planning activity

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Case study

• Mosaic Sales Solutions Field Sales and
  marketing company(gt2,000 SRs)
• Atlantic Canada SFR project Travel plan
  optimization for Q4 2005
• Data comparison
• Q3 Before
• Q4 After

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Results
Net Annual Savings 3,800 /Sales Representative
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And what to do with the saved time and money,
?
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Clients comment

• "We had been looking for a routing and planning
  solution that would take into account varying
  call frequencies.  LOGIC iN ACTION's
  solution helps us to more effectively deploy our
  sales and merchandising force to ensure we
  maximize our reps time in store and minimize
  their windshield time.  The net result is our
  costs have decreased and our coverage has been
  maintained.
• Kevin Therkildsen Director, Information
  Solutions Mosaic Sales Solutions Canada

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Tips for implementing a SalesForce Routing system

• Identify the right business model
• Always compare apples to apples

• Hire an experienced consultant

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THANK YOU!

• More information about the topic
• www.salesforcerouting.com
• www.logicinaction.com
• Subscribe to our SALESFORCE ROUTING NEWSLETTER!
• Contact
• endre.roth_at_logicinaction.com