Field Sales Force Automation
Why Growing Your Sales Team Without a Tracking System Makes Problems Bigger, Not Better
Building a sales team is a great opportunity for any business. But just because you hire more people doesn't mean you are going to solve sales problems. Many businesses find the opposite to be true. As the team grows, the daily calls from sales reps, late reports, missed retailer visits, duplicate market coverage, and unanswered questions of what’s really going on in the field also gr...
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Sales Enablement
How to Build a Market Visit SOP That Every Sales Rep Actually Follows
Your sales people may go to 20 or more stores in a day. Are they all doing the same things? One sales person checks how much stock is on the shelves before they take an order. Another sales person just starts taking orders away. Someone forgets to check if a product's in stock. They als...
July 15, 2026
FMCG
Customer vs Consumer in FMCG: Key Differences Every Sales Team Should Know
A product can be bought by one person. Used by someone else. This is a fact that is very important to the difference between the customer and the consumer in the fast-moving consumer goods business. A lot of companies and sales teams do not get this. The words customer and consumer are used all t...
July 15, 2026
Field Sales Force Automation
Predictive Ordering vs. Sales Instinct: How to Balance Tech and Human Relationships in General Trade
A field sales representative goes into a neighborhood store to place the order for the week. The sales app says to order 30 cartons because that's what the retailer usually buys. But before the sales representative confirms the order, the retailer says, "Not this week. Sales have slowed ...
July 14, 2026
Field Sales Force Automation
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Why App Speed is the Most Critical SFA Metric You Aren’t Measuring
Imagine you are a salesperson in a store. The store owner is going to place an order. You use the Sales Force Automation app. It takes a long time to open the order screen. It takes thirty seconds. By the time the list of products shows up the store owner has already begun talking to another cust...
July 14, 2026
