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…
Blog
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.
5 article(s) · See all
When the shared spreadsheet stops working: the problem shows up with the third rep
Three reps, one shared spreadsheet and a supervisor who opens it on Monday at six in the morning. For months that works. The day it stops working there is no warning: a customer's…
The order that lives in a chat: what you lose when your history is a conversation
The rep is standing at the customer's counter. He opens WhatsApp, types "send me ten of the usual and four cases of water", the customer replies with a thumbs up and the order is…
A new rep's first day: what to check before asking how much they sold
A new rep's first day almost always looks the same: a customer list, a quick run-through of the product, good luck, see you Friday. It is the day that generates the least data and…
A route app gets you to the door; a field CRM knows what happened inside
A manager who wants to get the street under control almost always starts with the same search: an app that optimizes the day's route. It is a good tool and it does its job well…