Customer visit
In Arabic زيارة العميل
A customer visit is a field rep’s call on one outlet, from arrival to departure, during which the rep sells, takes orders, collects payment or checks the shelf.
In plain words
The visit is the basic unit of field sales. Reps are planned in visits, supervisors measure them in visits, and much of the cost of a field team is the time between one shop and the next. A good visit has a purpose set before the rep walks in.
A visit is usually recorded with a check-in and a check-out, so the time spent is known. What happens in between is its outcome: an invoice, an order, a payment or a return. A visit with an outcome is called productive, and the share of productive visits is the strike rate.
The common mistake is counting visits without outcomes. A rep with 25 visits and 8 sales is busier than one with 18 visits and 15 sales, but not more useful. Measure productive visits, and skipped visits with their reasons, not just the total.
- Planned visits
- 20
- Completed
- 16
- Skipped with a reason
- 4
- Productive visits
- 12
- Strike rate (12 of 16)
- 75%
In Axon Suite
How Axon Suite handles it
In the Axon Suite rep app the rep checks in and out at each stop, recording the time and where the rep stood. A skipped stop needs a reason from your list, and unplanned visits are counted apart from planned ones.
Feature
Weekly journey plans on a map
Put each rep’s customers on weekdays from a map, in the order they are visited. At midnight in your time zone the plan becomes that day’s route in the rep app. A skipped stop needs a reason, and unplanned visits are counted apart from planned ones.
Open: Weekly journey plans on a map