Glossary
Field sales force
The field sales force is the team that visits customers at their place of business to sell, take orders, collect payments or sign them up. It differs from remote selling in that its unit of work is the visit and its main constraint is geography.
Its management has two fronts that get conflated: the commercial one — what was sold — and the operational one — who was visited, how often and what it cost to get there. Measuring only the first leaves half the results unexplained.
The most underrated lever is territory design. Portfolios built by history rather than by potential leave some zones over-visited and others uncovered, and no amount of incentive fixes an itinerary that does not fit into the shift.
Where GoDoWorks handles this:GDW Sales