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Field sales force effectiveness and improved ROI

Posted on May 20, 2009 by Liz Rowell

We have been off the air for a few days working with 20:20 RDI on a field force analysis project for a major food manufacturer and presenting the results to them It was unbelievably insightful and interesting. We identified, for example, that in a recent promotional window, there was a higher sales uplift in stores that were NOT VISITED BY THE FIELD FORCE than on stores that received up to 12 VISITS. Clearly there’s a lot of context around that kind of data but it does make you think. Why is it so? More on this tomorrow.

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