The 3 Paths to Business Success: How to Optimize Your Field Sales Force

Organizations that want to lead the market must move from managing vendors to managing information. In this new model, the visit does not begin when the seller enters the store, but when the history is analyzed, the optimal route is calculated and a strategic offer is prepared. Mobilvendor, with its multiplatform ecosystem of commercial, logistics and analytical solutions, allows all these processes to be integrated from a single platform, eliminating friction between areas and creating a continuous flow of improvement. Thanks to its compatibility with the main ERPs and its user-friendly interface, the adoption of the commercial module is fast and does not require a total change of infrastructure. Today, leading organizations are reinventing the way they sell by incorporating intelligent tools that increase business productivity, increase the average ticket and reduce stock break.Business data analysis softwareContents hide 1 Why should I optimize my sales force? 2 1. Efficiency Route: Visiting more customers in less time3 2. Opportunity Route: Increase the average ticket with suggested baskets4 3. Perfect Customer Journey: Avoid stock shortages and prioritize the profitable buyer. Why should I optimize my sales force? Traditionally, the B2B field marketer relied on their experience to decide which customers to visit, what products to offer, and how to close a sale. However, recent studies show that the digitalization of sales processes in B2B companies can generate up to 15% more profitability and 3.5% more revenue compared to the market average. The key? The combination of data, automation and optimized routes. MobilVendor, through its commercial module, has developed an approach based on three strategic routes that redefine performance in the field: the route of efficiency, the route of opportunity and the path of the perfect customer. Let's see what each one consists of and how they can transform business execution.1. Route to Efficiency: Visiting more customers in less timeRoute planning has ceased to be a manual activity. Today, with solutions such as Mobilvendor's route optimizer, teams can design itineraries that prioritize areas with a higher concentration of customers, considering variables such as geolocation, purchase history, visit frequency and average time per stop. With this approach, it is possible to increase the number of daily visits by up to 25%. In a case applied to the traditional mass consumption channel, a sales team that previously covered 10 points per day managed to visit 13 without increasing the working day. This increase resulted in a direct improvement in coverage and an increase in the volume of orders received.2. Opportunity Route: Increase the average ticket with suggested basketsThe second key component of the Mobilvendor formula is the suggested basket, a feature that analyzes the historical behavior of each point of sale and recommends strategic products to maximize the average ticket. How does it work? At the start of a visit, the system proposes to the seller a list of products based on: The customer's purchase historyThe optimal mix by store profileComplementary or high-turnover productsActive PromotionsThis not only reduces sales time, but also standardises recommendations and empowers the sales team with accurate information. Through the web tracking module, it is possible to view the seller's route on a map and compare their actual route with the planned route. This allows us to identify deviations and long stops. In addition, we have the “route” option, which allows us to see in detail the user's entire journey and their level of compliance with the defined sequence of visits. It can also be detected if you are breaking the established sequence of visits.3. Perfect Customer Route: Avoid stock breaks and prioritize the profitable buyer. The third axis is to ensure the availability of products at the point of sale. Thanks to customer classification algorithms and historical consumption reports, the Mobilvendor commercial module makes it possible to prioritize visits to those businesses with a high risk of stock failure or that represent a high value for the company. This type of dynamic segmentation —powered by CRM and analytics tools— has proven to be critical in sectors such as pharmacies, beverages or agribusiness, where the loss of a sale due to bankruptcy may represent a loss of positioning against the competition. It is important to note that the digitalization does not replace the seller, but it empowers them. As the study “The Impact of Technology on Sales Performance in B2B Companies” (2024) points out, technology should be understood as an enabler that improves productivity, not as a substitute for human bonding. The real differential lies in combining data intelligence with the emotional intelligence of the team in the field. When an experienced seller accesses predictive insights, they have more tools to negotiate, advise and build loyalty. Efficiency, opportunity and intelligent segmentation are not alternative paths, but rather the three paths to commercial success in the digital age. Mobilvendor integrates them into a single system that accompanies the team at every step of the process, from planning to closing the sale. Those who adopt this model will not only be selling more, but selling better. Contact Mobilvendor for specialized solutions for your sales team here