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Latest from the blog

Tuesday 6 April 2021
Can a sales rep ever create a more optimised route than an algorithm? How much drive time can an algorithm realistically cut? We look at the numbers. Pt.7 of the effective field force planning series.
David Jones's picture
Friday 2 April 2021
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.
David Jones's picture
Friday 26 March 2021
Changing visit frequency patterns can have a big impact on the drive time of your sales reps. We look at the evidence. Pt.5 in the effective field force planning series.
David Jones's picture
Tuesday 23 March 2021
If your field force team is going to have a better work-life balance, taking into account their commute, and where you should recruit to minimise this, is important. Pt.4 in the effective field force planning series.
David Jones's picture
Thursday 18 March 2021
Creating balanced territories for your sales reps is difficult. How can you make things fairer and therefore retain happy staff and customers? Pt.3 in the seven principles of field force planning series.
David Jones's picture
Tuesday 16 March 2021
Optimising your sales team naturally leads to more sales. But how can you achieve this and what level of utilisation should you be aiming for? Pt.2 of the seven principles of field force planning series.
David Jones's picture
Friday 12 March 2021
Should you have generalist or specialist sales teams? Can efficiencies be achieved by choosing one over the other? Let's look at the evidence as part of the seven principles of effective field force planning series pt.1 of 7.
David Jones's picture
Tuesday 2 February 2021
What is field force value optimisation? It means operating your field sales team in the most focused and effective way to maximise sales performance and ROI. These are basic principles that every leader and manager selling brands to the convenience sector strives to meet.
Stewart Moody's picture
Tuesday 5 January 2021
If you’re poised to push the button on a field force reduction programme or you’re considering your options to control costs in a post-Covid world, make sure you’ve considered these 9 critical risk factors before you take action.
David Jones's picture
Wednesday 9 December 2020
Managing the field sales and field marketing mix in a new landscape after COVID-19
Stewart Moody's picture
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