At Repsly, we’re emphasizing customer outcomes in 2022 highlighting the many ways our customers are recognizing the value of their retail execution platform. Once a month, we’ll be putting a spotlight on a new customer, exploring a key breakthrough moment they had and how it’s impacted their retail success.
A leading pet food brand has been using Repsly for its sales team across North America since March 2021. The pet food brand uses Repsly’s Insights Dashboards and advanced reporting to manage their field team more intelligently by tracking sales rep performance, trainings completed, and display setups.
With Repsly’s CS team working alongside the pet food brand’s new sales planning manager, Lisa, they discussed an ongoing issue their sales team has been experiencing lately. Lisa explained that their sales team is frequently left frustrated when their hard work selling into non-customer whitespace accounts goes unrecognized and was looking for a way to display their field efforts.
They needed a way to display the activities their team completed in the field and provide analytics to management on how many visits are required to close a whitespace account.
Working with Repsly’s team, Lisa was able to get a custom form built in Insights that could show visits until sale by creating a form that is only visible to whitespace accounts.
“I like that a lot and it sounds exactly like something we can work with and share with our team,” Lisa said with excitement when presented with the plan from the Repsly team. “It’s a good tracker and it will clearly show results or progress toward closing accounts or lack thereof.”
Now that their field sales team is trained to fill out the whitespace form at every visit to a whitespace account, they can easily measure how much effort is required to close by counting the number of times the form is filled before the sale is officially made.
In an increasingly siloed role and field with incredibly high turnover, as a field sales representative, sometimes you can feel like you’re on an island and nobody can see the hard work you’re putting in daily. Having a way to measure work and being recognized for the wins is crucial to a reps’ growth within the company, and could be the difference between a field rep staying in a role or looking for another.
The data from the whitespace form will also help continue to illustrate how much time and effort should be expected to close an account in the future, which is useful for accurate planning and forecasting. Stay tuned for more Moments that Matter in the coming months.
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