Tran sfor m i n g F i el d Tea m
Pro du ct i v i t y i n t h e
Retai l Ma r ket
We Work Where You Work™
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
Transforming Field Team Productivity
Copyright © 2015 Runzheimer
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:
ENTER P RI SE
TECH NO LO GY
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
Transforming Field Team Productivity
Copyright © 2015 Runzheimer
¨¨ 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
BENEFITS
View route patterns by
day, week, or month
View multiple workers’
routes on a map to
find cross over
Identify “star patterns” in which the daily routes
crisscross; mapping tools help to create circular,
optimized routes
View workers’ last
known location
Ensures safety and location of mobile employee
in case of emergency and allows management to
deploy the closest mobile employee to a store
Visually see cross-over in territory, allowing for
territory management that enables the mobile
employee to serve an optimal number of stores
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
BENEFITS
Measure time durations
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
Measure time durations
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
Active reports
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
Transforming Field Team Productivity
Copyright © 2015 Runzheimer
I NS I GH T AND GUI DA N C E
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
[email protected]
800.558.1702
runzheimer.com
Transforming Field Team Productivity
Copyright © 2015 Runzheimer