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Principles of effective field force planning - Pt.6

Monday 26 November 2018 Field Force Planning

David Jones's picture
By David Jones

Principles of effective field force planning - Pt.6 of 7

We've now covered:

Our penultimate piece of insight centres on the impact of calling on stores at completely fixed intervals compared with allowing an element of flexibility. When we talk to prospects about how they like to schedule their calls, the default answer is that they want calls to be rigidly phased. For example, if a call has to happen twice in a 4-week cycle and the first call is scheduled for Monday of Week 1, then the second call will inevitably fall on Monday of Week 3. The main reason for doing this seems to be to ensure store owners and managers know when the rep will call next.

However, is it really necessary for things to be that precise? How about, using the example above, if the calls were about, but not exactly, 2 weeks apart from each other?

Having totally rigid phasing of visits puts real constraint on the ability to be efficient. As anybody who has ever been involved in optimisation theory will tell you, constraints and efficiency don’t get along that well. This is especially true when you add in other diary events, such as holidays and team meetings. These can create an ‘echo effect’ through a person’s diary when coupled with rigid phasing of calls.

So, how about if we said that this second call could happen on Monday, Tuesday or Wednesday of Week 3? We would still be about 2 weeks apart but we would have many more possible options for scheduling that call, and almost certainly a more efficient outcome. As the statistic shows, a bit of flexibility can cut driving by 14% – this could easily be an extra call each and every day!

 

 

We'll conclude this series with a look at routing and the comparison between a rep versus algorithm in producing the most optimised solution.

In the meantime, why not assess the effectiveness of your field force team with our calculator?

 

 

 

Further information

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We explore the differences between rigid and flexible scheduling and the impact that they can have on drive times. Pt.6 in the effective field force planning series.

Principles of effective field force planning - Pt.6