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            Plan Effective Visits to Partners

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            Plan Effective Visits to Partners

            Track and manage the performance of distributors in your territory. Sales managers can plan visits for their field reps to visit distributor locations, assign tasks to be performed in a visit, and define metrics to capture during a visit. After a visit is complete, you can compare the expected metrics versus the actual metrics for the key performance indicators you defined and then take necessary actions.

            Required Editions

            Available in: Enterprise, Unlimited, and Developer Editions.
            • Create Tasks for Distributor Visits
              Define tasks that a field rep can perform during a visit to a distributor or a partner by creating generic visit task records. For example, a rep can upsell additional products, negotiate sales agreement renewals, discuss discounts, rebates, and more. Sales managers can define their own tasks and associate their own assessment indicators with the tasks that help capture key business and performance metrics.
            • Create Assessment Indicators for Distributor Visit Tasks
              Define assessment indicator definitions to specify the parameters to measure a distributor’s performance or compliance. These records are used to define metrics for specific task contexts.
            • Set Context for a Visit Task
              A task performed during a visit can have a specific context such as a distributor’s account, a specific order, a product, or even a sales agreement. Sales mangers can associate specific assessment indicators with a task to make it more meaningful. The context of a task makes the job specific for the field rep.
            • Compare Targets and Actuals with Generic Visit Key Performance Indicators
              Create Generic Visit Key Performance Indicator records to associate an assessment indicator definition to a visit task context. These records help sales managers compare expected versus actual values for metrics captured for a particular task.
            • Create an Action Plan Template for Distributor Visits
              An action plan contains a set of tasks to be performed during a visit. An action plan template is a reusable list of commonly or frequently performed tasks. Sales managers can create an action plan template that contains commonly performed tasks, and can use the template to create action plans for multiple visits. For example, you can create an action plan template for quarterly distributor visits and add a few typical tasks such as conducting a survey, reviewing the last quarter’s finances, and pitching the sale of a new product. Then, you create an action plan for distributor visit using the action plan template.
            • Create a Visit
              Create a visit and assign a field rep to the intended visit location such as a distribution center, a customer’s office, or a supplier’s warehouse.
            • Determine Tasks to Perform During a Distributor Visit
              An action plan defines the tasks to be performed during a visit. Sales managers can create action plan templates to capture frequently performed tasks for specific types of visits. Then, they can create action plans for visits using an action plan template. After they create an action plan for a visit using an action plan template, the tasks in the action plan template are added to the action plan.
             
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