One of the most sought after feature in a Sales Force Automation tool is location tracking. It is also a very controversial feature as it invariably faces backlash from the field force. In this post we cover the biggest benefits to an organization and its employees of tracking locations.
The biggest complaint I hear from almost all the companies we meet in the course of our business is about the challenge of managing their field sales teams. These teams of TSEs, TSIs, SOs, ASMs etc. are a significant asset for most companies, and they are willing to do what it takes to make them work at their highest potential. Companies run fancy programs that involve foreign travel, CEO Clubs, parties and celebrations and what not – and still fret that their teams have a low performance. I’ve interacted with the managers and field teams of hundreds of companies, and my company Channelplay has the experience of managing thousands of field sales people who work for many global brands as well as small startups. Our conclusion through all this experience is that most organizations are missing the woods for the trees – they focus on initiatives that perhaps make for good photo-sharing and presentations, but ignore the fundamental building blocks of a good sales management process.
In the area of field operations management, business managers unanimously agree on the importance of capturing and analyzing data to improve efficiency and execution quality. As a result, technology solutions are increasingly being deployed to manage field teams for capturing execution data and ensuring process discipline.
Still, despite multiple interventions to follow a data driven approach, managers frequently find themselves in a position where it is inconvenient for them to get into the right data for better decision making. They’re left with ad-hoc reports generated by IT/analytics teams. This leads to, what we call as the ‘CCTV’ approach, where the analysis of data is focused on understanding what went wrong. This shifts the focus away from how it could have been prevented from going wrong in the first place so that the same mistake is not repeated in future.