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If your salesmen are automated then why aren’t your supervisors?

Across the GCC, frontline sales roles in Fast Moving Consumer Goods are automated through hand-held devices, giving sales organisations greater control and insight. What I find interesting is that a key community of people who play a pivotal role in sales and distribution operations are not automated – I am talking about the Sales Supervisor.

As the role requires large amounts of time-in-market, and with the need to create more measurement and insight on what’s happening at the point-of-purchase, why is it that the Sales Supervisor goes into the market with a pen and paper?

Automation of the Sales Supervisor role can create a far higher value addition through real time provision of information.

Key Points: 

If Sales Supervisors spend a high proportion of time in the market, make this measurable and visible with outputs.

If your Sales Supervisors are in the market with a pen and paper, it’s time to embrace available and affordable technology.
Replace pen and paper with technology – real time in-market reports will be invaluable and can become a highly credible resource of insight and measurement.
Leverage technology as the enabler to linking sales performance with people performance – it makes activities like salesman in-field training linked to business performance.

 
The technology is there so why not use it? 
 

 

 

 

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