The follow-up nobody does: how many visits it actually takes
The customer who didn't buy almost never said no. They said "let me look at it", "come back next week", "I have no shelf space right now". That isn't a rejection: it's a date…
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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
The second line on the order: selling more on the visit you are already making
The cost of a visit is paid before anyone knows what will be sold inside it. The fuel, the rep's time, the wait at the counter and the walk back to the truck cost the same whether…
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…
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…
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…