Transforming Field Team Productivity in the Retail Market

Transcription

1 Transforming Field Team Productivity in the Retail Market We Work Where You Work

2 The first step in transforming the productivity of any retail field team is to establish what success looks like, and ensure your team has the right tools and technology to reach their goals. WHAT MAKES A FIELD TEAM SUCCESSFUL? Is it the amount of time spent coaching and developing customer service standards, the attraction, selection, retention and development of staff through succession planning, or amount of revenue or profit generated? How will you measure effectiveness, and with what frequency? Where is most value derived from a Field Team s activities? Is it in generating increased sales per square foot, nurturing employee relationships, or controlling expenses? Quantifiable metrics for a field team such as the number of stores visited in a given period of time or the frequency of visits are examples of success indicators. Unfortunately, these leading management indicators are difficult to capture and measure consistently. Specific, quantifiable metrics are key to gaining visibility into the productivity of a management team. Some of these metrics include: Time spent in transit Number and duration of stops Number of meetings in person PAGE 2

3 ENABLE ACHIEVEMENT OF OBJECTIVES It is a fact that whichever metric is most important to your definition of sales success, most successful salespeople and managers must meet face-to-face to achieve results. This requires a high degree of mobility and a high degree of productivity in the field the successful sales manager must stay connected, be responsive and have access to real and current data. The most successful and high growth companies have implemented enterprise technology to accomplish accurate measurement of performance metrics for mobile employees. Let s explore how an enterprise technology solution can impact your Retail Field Team: ENTERPRISE TECHNOLOGY enables organizations to leverage technology for both administration in the office and also the mobile employee in the the field. The Business Driver: Most mobile employees drive a vehicle, whether provided by their company or their personal vehicle for their job and many companies find it both cost effective and efficient to reimburse their mobile sales force for the use of their personal vehicle. The question is, how do you tackle the conundrum of how to measure mobile employee s effectiveness where are they driving, how long does it take them to get there, how are they tracking their mileage? Enterprise technology is more than just using GPS on mobile devices. It enables organizations to leverage technology for both the administration in the office and also the mobile employee in the field. Enterprise technology solutions allow organizations to encompass multiple processes and procedures into a centralized function. In the case of the mobile employee, technology can help simplify and improve their productivity. Key features like automatic trip logging, mobile expense capture, map-based search for locations, proactive itinerary planning as well as one touch navigation and notes on the go simplify the activities the mobile sales manager is faced with on a daily basis. A robust mobile device platform can both enhance the Retail Field Team s experience in the field and give you real-time visibility into employee locations, trips and behavior and eliminate the time consuming process of manual mileage and expense collection and administration. PAGE 3

4 Amount of time spent travelling vs. amount of time spent in stores Cost of store visits ROI of sales person time Evaluation of territories and distribution of sales coverage Additional mapping tools provide navigation and location intelligence. Mapping Tools provide navigation and location intelligence. FEATURES View route patterns by day, week, or month View multiple workers routes on a map to find cross over View workers last known location BENEFITS Identify star patterns in which the daily routes crisscross; mapping tools help to create circular, optimized routes Visually see cross-over in territory, allowing for territory management that enables the mobile employee to serve an optimal number of stores Ensures safety and location of mobile employee in case of emergency and allows management to deploy the closest mobile employee to a store Business Intelligence Tools allow managers and decision makers to view and interact with a large amount of data in a way that is very user-friendly and intuitive. FEATURES Measure time durations Measure time durations Active reports BENEFITS Knowing how much time your mobile workers are spending on the road ( windshield time ) and in stores ( face time ) allows you to determine if your mobile workers are spending the right time in the right place Mobile employees using their personal vehicles have to report mileage in one form or another to receive reimbursement. Automating the collection of mileage typically provides greater efficiency by removing the manual task from mobile employee s plates, and greater accuracy by reducing guessing and estimating Activity reports indicating what client was visited on what day are a standard requirement of most mobile workers. Integration into CRM systems removes the burden of submitting manual reports and improves accuracy PAGE 4

5 INSIGHT AND GUIDANCE Founded in 1933, Runzheimer connects people, companies and their vehicles in ways that drive superior productivity and impactful business intelligence. We provide expertise, technology and world class customer service that empowers companies to move their businesses forward with confidence. As a result, our customers are able to better manage cost, reduce business risk and increase employee satisfaction in the mobile workplace. Runzheimer is the leader in workforce mobility programs, designing and delivering business vehicle programs, relocation information services and business expense solutions. We are highly renowned and recognized for our market leading service delivery focus, an integral part of our corporate culture. PAGE 5 info@runzheimer.com runzheimer.com