Field Sales

Video transcript

Kaptan Köşkü Field Sales runs the field sales team's entire day inside a single business management platform. In this chapter we will see team and territory setup, route planning, location-stamped visits, the mobile screens, offline work and the manager reports. Setup starts with Field Teams. Every team has a code, a team manager and an active or passive status. Sales territories are defined on the Territories screen. Territories are hierarchical: the European side, the Anatolian side and Gebze sit under the Marmara Region. Territories that are not live yet stay passive, so the expansion plan remains visible in the list. On the territory card you pick the field team and the parent territory. In the Customers section you set a visit frequency, a preferred day and a sequence for each customer: weekly, every two weeks or monthly. This frequency is the basis of the overdue-visit calculation in Field Intelligence, which we will see later. The Route Planning screen holds each rep's weekly template routes: which day, which territory. Let's open the Gebze OSB Wednesday route. The route's territory, rep and route day are chosen at the top. The Stops table lists each customer's sequence, planned time and visit duration. The Optimize button re-orders the stops by distance. Stops with a location appear on the map as pins, joined by the route line. The rep's day starts on the Field Board. You pick the date and the route, and Open Plan creates the day's plan. The plan's status shows on the badge: Planned, In Progress, Completed or Skipped. The day's stops appear in order on the map. Each stop card shows the customer, the planned time, the duration and a Check-in button. If traffic or the order changes during the day, Optimize arranges today's stops by nearest order, leaving the template route untouched. Check-in starts the visit and opens the Field tab of the visit record. Check-in and check-out times, the check-in location and the distance to the customer are recorded automatically. If the rep is more than one hundred and fifty metres from the customer, the system asks for confirmation before checking in. Up to four photos can be added to a visit; a photo can be taken straight from the camera and is saved the moment it is uploaded. The competitor and field note turns what was heard in the field into knowledge the whole team shares. One click opens Create Order, Enter Collection or Shelf Audit. The customer is filled in and the resulting document is linked to this visit. When the visit ends, Check-out calculates the duration automatically. All field visits appear in the Visits list together with location, duration and status. In the field the rep uses a phone. The mobile screen is designed for one-handed use. On the Today screen, picking a route lists the stops in order. Every stop has Directions and Check-in buttons. Stops that were checked in are marked Visited; the day's plan is created automatically with the first check-in. In the My Records list on the Visit screen, every card carries Check-out, Photo, Order and Shelf Audit shortcuts. In a mobile order you pick the customer and add lines; the subtotal, VAT and grand total are calculated instantly. The order opens as a draft and appears as a regular document in the sales orders list on the web. On the Shelf Audit screen you enter, in a few taps, whether each product is on the shelf, its shelf price and its facing count. There is not always internet in the field. When there is no connection, the Field Board shows the Offline badge. You can still check in: the action is queued on the device and shows in the Pending counter. When the connection returns the queue syncs by itself; Sync sends it right away. Even if the same check-in is sent twice, only one visit record is created. The Shelf Audit list on the web gathers every audit with its date and customer. The audit lines hold the product, whether it is on the shelf, the shelf price, the facing count, the competitor brand and price, and the promotion flag. On the manager side, Field KPI Targets also define field targets beyond revenue. Targets are set by year and month; the scope can be the organisation, a team, a rep or a territory. The KPI types are revenue, visit count, effective visit, new customer, collection and basket size. The Field Dashboard summarises the period's check-ins, effective visits and orders created from visits. The period activity chart shows the three measures side by side. The KPI Target and Actual table compares the visit targets with the actual counts and a percentage. Field Intelligence produces recommendations for the customers assigned to territories. There are three headings: Churn Risk, Overdue Visit and On Track. Customers whose last order is older than ninety days fall into churn risk, and those past their visit frequency into overdue visit. Each card shows the last visit, the last order and the average basket. Plan Visit takes the rep straight to the Field Board; Cross-sell lists products that often sell on the same documents as this customer's purchases but that the customer has not bought yet. From territory to route, from check-in to order, from the field to management — Field Sales brings your team's day into one flow. Kaptan Köşkü. You have the helm.