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Helping Field Sales and Merchandising Teams Bounce Back After COVID-19

Monday 11 May 2020 Field Force Planning

Stewart Moody's picture
By Stewart Moody

Make Sure Your Team Hit The Ground Running

With many countries now starting to ‘flatten the curve’, governments are planning scenarios for coming out of lockdown and restarting their economies.

This will obviously impact companies and their field sales teams – the world has changed significantly in just a few short weeks, and it continues to change every day. It is unrealistic to think we can just send out the same field sales team to the same stores as restrictions are lifted – we are working with other companies to model how the size and makeup of their field sales & merchandising operations might evolve over time with the following considerations being just some of those in scope –

  • How will the economy recover – will it be U, V or L-shaped recovery?
  • Will there be parts of the country that are open for business before others?
  • Which locations and channels will field teams be able to visit as restrictions are lifted?
  • How have closures, social distancing, and channel switching impacted the call file, access and in store activity?
  • Will you need to move reps between different teams and channels?
  • Would merging teams make sense as a longer term strategy?
  • Who in your field team is actually available to work as lockdown is relaxed?
  • Do you need to cut the cost of your field operation, or even been tasked to sell more with fewer heads?

Getting these decisions right can help you get back on the road, but it is easy to get them wrong without leveraging technology and expertise. CACI’s territory and route optimisation tools build “what-if…” scenarios to plan for now, and for the future, and respond to change…fast.

Contact us now for a discussion on how we can help your organisation bounce back. You can also download our latest infographic about the future of Field Sales and Merchandising Teams.

 

With many countries now starting to ‘flatten the curve’, governments are planning scenarios for coming out of lockdown and restarting their economies. This will obviously impact companies and their field sales teams – the world has changed significantly in just a few short weeks, and it continues to change every day.

Helping Field Sales and Merchandising Teams Bounce Back After COVID-19