Field Activity Management HQ

When It's Time to Break Up With Your Brand Image

Posted by Erin P. Friar on Mar 4, 2015 4:38:00 PM

Just like any other separation, the process of rebranding can be difficult, but as a business evolves it is essential that its brand follows that progress. A brand change is warranted in obvious times such as when a business changes its name or it acquires another business, but here are some less obvious examples of when it may be time to move on from your current brand image.

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Topics: Industry News

Why Field Organizations Need Software in Visit Scheduling

Posted by Erin P. Friar on Mar 3, 2015 11:00:00 AM


Since many field organizations function as a mobile workforce, communication about client visits between managers and reps can be lost in translation. The misunderstanding that can happen with a mobile workforce leads to rushed visits, inconsistent visits and even lost visits.The distinctly mobile character of field organizations demands that scheduling be a streamlined process. Here’s a few key benefits to optimized scheduling through the use of a software solution: 

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Topics: Sales, Management

Supply Chain Disruptions Happening Right Now

Posted by Cam Garrant on Mar 2, 2015 11:00:00 AM

Supply chain management can be a difficult area. Coordinating the various pieces of a greater effort means supply chain managers need to have great communication, strong attention to detail, and the ability to think on their feet. Even with all of these characteristics, a supply chain manager can still fail in his role.

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Topics: Sales, Management

Choosing the Right Strategy for Building a Merchandising Team (Part 1 of 5)

Posted by Matthew Brogie on Feb 27, 2015 11:25:00 AM

If you are a reader of this blog then you know we spend a lot of time talking about how to make your field teams more efficient and effective, and how to leverage your field resources to provide insights to your business that you can’t get without ‘feet on the street’. It occurred to me while participating in a panel discussion hosed by the World Alliance for Retail Excellence & Standards last week that there may be a lot of questions about how to go about building a Field Marketing/Merchandising team, particularly among entrepreneurs bringing new products to market.  We’ve made the point that great products don’t necessarily sell themselves; consumers have to know about them, be interested in them and be able to find them. You have to support them with marketing outside the store, and probably more importantly inside the store, and you need someone to make sure that your Retail Execution plans are being carried out at the shelf.

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Topics: Management, Field Activity Management, Field Team Management

How to Be an Outstanding Rep: Insight From a Sales Veteran

Posted by Erin P. Friar on Feb 26, 2015 10:00:00 AM

This week, we spoke with Noel Bielawa who has been a sales representative for food product distributor Paul W. Marks for ten years. Bielawa shared his experience over the last decade in sales and pointed out some important lessons for those in sales today.

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Topics: Sales, Management

Employee Performance Ranking - What You Need to Know

Posted by Anece Ahn on Feb 25, 2015 11:05:00 AM

As a society, we have been conditioned to reward based on a bell curve. Starting in secondary education and continuing into adulthood, it has been a long-standing belief that human performance follows a normal distribution: few high performers, few low performers, and the majority sitting on the average.

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Topics: Management, Field Team Management

Small Brands Using Software to Optimize Category Management

Posted by Erin P. Friar on Feb 24, 2015 11:00:00 AM

One of the strategies small businesses can use to acquire and retain retail partners is optimized category management; that is, the effective managing of the vendor side of a relationship. Marketing and Customer Management expert Toby Desforges says the once lost art of retailer-vendor collaboration is back in full swing. Here’s how small brands, armed with Field Activity Management software, can prove they are up to the challenge.

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Topics: Industry News

Putting an End to B2B Customer Churn

Posted by Erin P. Friar on Feb 23, 2015 11:00:00 AM


Strategy and marketing expert Christine Crandell recently explored the causes of B2B customer churn in a blog. She pointed out that while many enterprises dissolve vendor relationships on the basis of low value products or a change in customer focus, these are often excuses enterprises use to avoid an unpleasant confrontation with the vendor’s management team. Rather, Crandell’s experience in end-customer interviews revealed that the following causes were among the top reasons for B2B customer churn. Learn how vendors can address these causes of churn using a software solution:

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Topics: Industry News

Driving Your Field Team to Fight for the 'First Moment of Truth'

Posted by Matthew Brogie on Feb 20, 2015 11:00:00 AM

In my last post I focused on the First Moment of Truth, when the consumer makes the decision to buy your product over a competitor’s, and the 3 F’s (Featured, Fresh and Findable) that position you to win that moment.  Today I’ll talk about execution, and how you can develop your field team fight for that moment of truth as hard as you do when you are in the field.

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Topics: Industry News

Why it Might be Time to Rotate: Territory Management

Posted by Cam Garrant on Feb 19, 2015 11:00:00 AM

Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.

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Topics: Team Building for Field Reps, Management


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