Sales route planning is an essential part of business planning as it helps save time and money. To enhance the planning and management experience, helping you and your sales people get better results.
Optimised commercial route
It is the process of customer portfolio management, and planning visits that uses your company's business rules and other important variables when planning who to visit and when, not just geographical location.
We know the various problems faced by salespeople when going to the customer, such as heavy traffic, worsening congestion, accidents and the ever-increasing price of fuel.
It's a challenge to ensure we can service the entire portfolio, to visit every customer, every day. How do you plan an optimised route that will enable you to visit the right customer at the right time?
The first step is to define the area of interest for visits at any given time during the day or week. Focusing on a region allows you to take better advantage of opportunities, as well as reduce costs and increase efficiency.
Which are the highest potential customers who usually buy on the specific day of the visit? What is the frequency of purchase for each customer?
Capturing this information will help the salesperson not visit a customer who buys every month, every week. Which leaves room for other potential ones.
Escalate the customers with the highest average ticket to those with the lowest;
Analyse the financial situation of these customers (if they are delinquent, if they have credit, etc.);
It is also important to analyse the frequency of customer visits, and the date of last purchase, to ensure that all effort will be spent on customers at the right purchase deadline.
Cross-reference this information with the defined region of visit.
See how far apart they are. If an area has many customers or if they are far apart, it may be necessary to prepare more than one visit route. So get the region right.
Attention: A straight line will not always be drawn between the points. To avoid rework and waste, look for the shortest and most efficient path. This way, the team will not go around the same area, for example.
On top of all that, you have to consider that the commute has its own qualities that affect performance. An area with a lot of traffic, for example, generates an extra delay, which can jeopardise the service of the other customers of the day.
Why do an Optimised Trade Route?
Firstly, to avoid the loss of productivity, which ends with the effectiveness of visits and sales. They leave customers without a visit, generating a break in sales, and if there is no timely action, this customer will buy from the competition.
Creating a good visit schedule for salespeople makes all the difference and reviewing this route on a daily basis is key to ensuring that all customers in the portfolio are being served. In such a volatile market, where multiple sales channels are popping up all the time, it is risky to stick to the same strategy and fail to expand.
You must have observed that it is not only about geographical position right? We are talking about increasing productivity and reducing costs simultaneously, for this it is necessary to have a customer portfolio management.
We have created the only platform that uses Artificial Intelligence to do this planning for you on a daily basis, analysing over 100 variablesaverage , defaults, regularity of purchase, etc.), to set up a visit route for external salespeople, or contact schedule for telesales, suggesting the right customer at the right time.