The customer who buys a little less every month, and nobody notices
Almost no customer leaves overnight. First they stop ordering one product. Then they order every three weeks instead of every two. Later the order gets smaller and nobody says…
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Field sales, told by the people who run them
Routes, inventory on the move, collecting on site and teams with several reps. What we learn building SELBUK.
11 article(s) · See all
Monday's route is built with Friday's data
Nobody builds a good route at seven on Monday morning. They build the one they remember: the usual customers, in the usual order. The information needed to build it properly…
Commissions that calculate themselves, and why reps stop arguing about them
Commission day follows the same pattern in almost every field-sales operation: the rep shows up with his notebook, the office shows up with its report, and the two numbers do not…
Van inventory: why it never balances on Friday
At six on Friday evening the truck rolls back into the yard and the part nobody enjoys begins: reconciling. It left with 480 units, 412 were invoiced, 51 are still on board…
How to know your rep actually visited the customer
Monday morning the sheet says fourteen visits. The uncomfortable question is a different one: did they happen, at the customer's place, in the order the route called for? Most…