For 19 years we have been accompanying the digitalisation of mobile salesforce. 19 years ago, the basic tool was not even the email, unable to transfer the heavy attachments but the CD-ROM. Burning, sending, copying on the laptops (sometimes not even), it was the golden age of silicium IT. Then the email became proeminent, when […]
At Tilbury, our first experience with salesforces dates back from the first wave of IT equipment in the 90s, we did not even talked about “digitalisation” at that time. And yet, it was already as revolution as the paper salescase that every sales rep had in one’s car was being replaced by a computer that […]
What a strange world, the one of mobile salesforces, as it supposes 3 building blocks. Sales Reps, and of course clients, on the field. Tools and Data then, for the former, and data on the latter, all of them easily accessible and user-friendly for who is not comfortably seated at one’s desk but rather outside […]
The easy way to assess the salesforce performance is obviously to look at sales. But defining the objectives for your sales reps remains a crucial task for the Sales Direction. Turnover, margin, market sahres, ND, VD, promotions, merchandising… Objectives are numerous, sometimes contradictory, not all are maanged through the CRM, especially when not purely sales […]
