Scottish Widows

Sales people making field visits are an expensive resource – deciding where to allocate this resource is the key to maximising return on investment. Scottish Widows wanted to maximise the return on its continued sales force investment and ensure that the growth of these operations was planned accurately.

They needed to recruit in both the direct and IFA sales forces and they needed to know where they should be recruiting based on the market opportunities. When planning the new sales structure it was imperative that the new territories had equal amounts of available business contained within them and that drive times were minimised for the sales force.

Scottish Widows had data on current and potential business available and needed to relate this to the sales territories. They wanted to ensure they did not employ new personnel in areas that did not have enough available business.

Planning this expansion without the solutions provided by CACI would have been a risky option. Territories with huge discrepancies in sales opportunities could have been created, and personnel taken on in areas lacking potential new business.

Scottish Widows asked CACI to provide consultancy services for the initial project but there was also the need to plan for the dynamic changes within the business on an ongoing basis.

The initial project results were delivered within CACI’s InSite FieldForce software enabling Scottish Widows to have the finished solution on time and the ability to scenario plan using its new structure.

The new territory structure showed any vacant territories and a list of ideal locations to recruit new staff. At each stage of the headcount growth, Scottish Widows can quickly and easily produce new sales territory structures enabling it to accurately target the market place.

Kenny Hogg, Senior Business Development Manager for IFA sales at Scottish Widows comments:

"We were impressed with both CACI’s InSite software solution as well as their expertise. It is critical that we create balanced sales territories based on drive time analysis, and that we can run through different scenarios quickly in response to the market. With CACI completing the initial consultancy work we have the optimum solution delivered in the software ready for implementation to the business."

To find out more about CACI’s FieldForce Planning Services either call 024 7684 6846 or email ffp@caci.co.uk

	FieldForce Planning Solutions
	InSite FieldForce
	Consultancy