In consumer goods companies with a field sales force, results hinge largely on what happens during the customer visit, and that's often the hardest part to control.
What the rep records, what they check on the shelf, which products they push, which tasks they get done: these decisions are too often left to individual initiative and rarely run through a system. The result is execution that varies from rep to rep and area to area, hard to compare and hard to measure.
In this hands-on webinar, we show how to standardize the rep visit by configuring visit templates in Salesforce that define its content and activities. The rep finds everything in the app, ready for the call, no need to remember what to do at each account. The sales director gets more consistent processes, data that's comparable across reps and territories, and full visibility into how the field executes.
What we'll cover
- How to build a visit template and how it brings consistency to the sales process
- How to set up surveys and task lists that make rep activity standardized and comparable
- How to configure shelf checks and featured products to steer execution at the point of sale
- How the digital visit becomes data: execution control and KPIs for sales leaders running the network
