Evaluate field operations in terms of sales, service, inventory, logistics, collections, and profitability.
Mobile sales performance should not be measured solely by sales revenue. Route cost, delivery success, vehicle inventory accuracy, collections, customer service level, and return results determine the overall contribution.
The analytical framework should compare planned and actual field events across customer, product, route, vehicle, employee, and time dimensions.
Performance dimensions
Sales and gross contribution
Visit and order conversion
Timely and complete delivery
Route distance and duration
Vehicle capacity utilization
Stock discrepancy and waste
Collection success
Returns and customer satisfaction.
Management levels
Company and sales organization
Region and route
Vehicle and sales stand
Representative and team
Customer and segment
Product and category
Day, week and period
Real-time and periodic analysis
Daily operation dashboards show delayed routes, undelivered orders, or synchronization issues, while periodic analyses evaluate the effectiveness of route design, customer service frequency, vehicle type, and sales model.
Use mobile sales analytics to compare field personnel not only by sales revenue but also to explain the total value of customer service and operating costs.