See how much of the planned field work was completed, and at what cost and with what commercial outcome.
Route and visit analytics evaluate the plan's implementation in the field and the outcome generated by each customer interaction.
A high number of visits alone does not constitute success. It is important to measure whether the visit achieved its purpose in terms of ordering, delivery, collection, service, or data collection.
Route indicators
Planned and actual route
Total distance and driving time
Timely route start and finish.
Unplanned stop and deviation
Vehicle capacity utilization
Cost and revenue per route
Visitor indicators
The planned and completed visit.
A skipped and unplanned visit
On-time arrival
Average visit duration
Order conversion
Reason for a non-sales visit
Completion of follow-up tasks
Sales indicators
Net sales and quantity
Gross contribution
Average order
Product penetration
Cross-selling
Campaign transformation
Lost sales and out-of-stock issues.
Root cause analysis
Poor route performance should not be attributed solely to the agent. Faulty customer queues, insufficient vehicle load, traffic, delivery window, product availability, and system outages should all be considered together.
Measure route performance not by how many customers are visited, but by whether the right customers are served on time, generating sustainable business results.