4 Benefits of Tracking Locations of Field Force

One of the most sought-after features in a Sales Force Automation or a Field CRM tool is location tracking. It is also a very controversial feature as it invariably faces backlash from the field force. In this post we will discuss how location tracking can be beneficial for both sales employees and the organization.

PJP compliance and Data accuracy

Let’s get the biggest out of the way. The most obvious benefit of location tracking is to ensure that the data being reported through the tool is accurate and that the field force is complying with the PJP (Permanent Journey Plan) created in the system. The organization stands to benefit immensely from this as this ensures that the field force is actually visiting the places they are supposed to visit and the data from the field being reported is being collected from where it is supposed to be collected. But this is usually met with resistance from the field force as it is perceived as overt policing. But one thing that field force should think of is that without this tracking, it is near impossible to differentiate between a sincere employee who is doing everything he is supposed to do and a dishonest employee who is gaming the system. Such features should be no cause of concern to employees who follow the plans made.

Knowledge Transfer

Whenever there is a change of personnel in the field, it is mandatory for either the old employee or for a supervisor to accompany the new employee for a few days. This process however might not always be possible owing to the churn of employees and geographical spread of sales territories. The biggest reason for this process is for the new employee to quickly identify the exact locations of outlets. Without any assistance it takes a new employee weeks to identify all outlets and also results in missing out on a few outlets altogether. With location tracking and navigation though, any new employee can easily figure out the exact locations and there is zero chance of missing out on an outlet. This works beautifully in cases where temporary staff is being deployed to cover for leaves and absence.

Gap Analysis Through Map Based Reports

The location data collected not only aids in process compliance but also in delivering actionable insights. Heat maps can be created in a dashboard which essentially highlight the areas where transactions are taking place or campaigns are being executed. By going through the heat maps, gaps in execution can be quickly identified. This results in truly actionable reports which can aid the field force to plug the gaps and deliver results.

Ease of Claim Processing

Direct outcome of location tracking is reports which can be built on such data. One such report is calculation of total distance travelled by an employee. Through the report, extracting someone’s total distance travelled in a day/week/month is very easy and is already authenticated. Gone are the days of tedious claim filing and verification. Claims can be processed basis the validated report and credited to individual employees in much shorter cycles.

To summarise, location tracking offers valuable benefits and should be part of the monitoring of any field force. That is the reason why Assistive has focused on that aspect and has over the years developed its location tracking feature to superior levels. To know more about other features of Assistive or to request a demo, please click here.