Is tracking your sales force going too far? It really depends on several factors of industry type, current productivity demands and several other variables that exist within each business.
Tracking your sales force can have a very positive impact on results in prospecting, scheduling new appointments and knowing exactly what your sales people are actually doing in each territory. Companies that have sales people using personal vehicles for work can now actually plug-in a GPS tracking device at the start of each work day and unplug when the day is done. This allows for a non-intrusive use of the technology by allowing sales people to check out of work when their day is finished.
Also, there is the issue to tracking mileage for reimbursement which can also be a lot of work when considering that mileage logs are often incomplete or inaccurate to say the least. A GPS tracking device can monitor daily, weekly and even yearly state mileage so that businesses can run reporting and deduct mileage expenses accordingly. This saves a lot of time and money on the payroll as well as for the sales person who would normally have to enter the data.
Either way you look at it, if an employee is truly doing good work, they should be rewarded and would also be able to prove they were actually working each day. If they are blowing out their sales quotas, then perhaps there would be no need to really understand where they are each day, however if some sales teams are under-performing, then perhaps instead of a ride-along, you could use a GPS tracking device to see what areas of the city or countryside they are visiting and get a good feel of the overall territory reach.
If you are interested in discussing more with us about tracking your sales force and solutions to save time and money, we would love to speak with you about your needs. Simply contact us here.