Sales Representative Tracking Software

Why Successful Companies Use Sales Rep Tracking Software?

When you're managing a field sales team, it's nearly impossible to know exactly how your representatives spend their time. The reality is, in today's mobile sales environment, you can't physically monitor every client visit, track travel times, or verify location claims.

Left unmonitored, field sales operations quickly become inefficient. Hours are wasted on unnecessary travel, client visits go unverified, timesheets become unreliable, and "being in the field" looks the same whether your rep is making sales calls or running personal errands.

Here's where sales employee tracking steps in.

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Considering Sales Rep Tracking Software?

Here's What to Think About...

With the ability to monitor your entire sales force in real-time, FieldServicely delivers precise insights into your team's activities through clear, actionable data.

Sounds perfect, right?

But before you implement a sales rep tracking solution, there's a lot to consider:

• What features do you really need?
• How will it integrate with your current operations?
• What's the total cost of implementation?
• How easy is it to deploy and use?
• How will your sales team respond?

And that's just the beginning...

Good news is, this guide provides all the answers you need to make an informed decision about choosing the right sales rep tracking solution for your team.

What is Sales Rep Tracking Software?

First, let's clarify what modern sales rep tracking software does - and doesn't do. There's often confusion about this. Many think it's just basic GPS tracking. But as you'll see, it's far more comprehensive than that.

With FieldServicely's sales rep tracking capabilities, you can:

• Monitor real-time locations of your entire sales force
• Track time spent at customer locations
• Verify client visits with geofencing
• Generate automated timesheets
• Analyze territory coverage
• Optimize travel routes
• Monitor schedule adherence
• Track task completion
• Calculate accurate payroll

Best of all, FieldServicely delivers this data as actionable insights you can use to enhance team performance continuously.

Imagine having a virtual sales manager monitoring every aspect of your field operations. That's what modern sales rep tracking provides.

What Can Be Tracked?

With FieldServicely's powerful tracking features, you can monitor:

Location & Movement

• Real-time GPS locations
• Travel routes and patterns
• Time spent at client locations
• Territory coverage

Time & Attendance

• Check-in/out times
• Client visit duration
• Total field hours
• Break times

Tasks & Activities

• Job completions
• Client visits
• Sales activities
• Schedule adherence

Data & Insights for Better Sales Management

The real power of sales rep tracking isn't just in monitoring - it's in the insights revealed. FieldServicely continuously delivers valuable data that helps you discover:

Performance Analytics

• Individual and team productivity metrics
• Territory coverage analysis
• Client visit frequency patterns
• Travel time optimization

Business Intelligence

• Resource allocation insights
• Territory optimization opportunities
• Schedule efficiency data
• Cost-saving opportunities

With these insights, you can:

• Optimize sales routes
• Improve territory coverage
• Reduce travel costs
• Increase client face time
• Enhance team productivity
• Make data-driven decisions

Ask Yourself... Is Sales Rep Tracking Right for Me?

If you're experiencing any of these challenges, sales rep tracking software could be your solution:

• Uncertainty about whether sales reps are actually visiting clients
• Excessive or unexplained travel expenses
• Poor territory coverage
• Inaccurate timesheets and reporting
• Missed client visits
• Low sales productivity
• Limited visibility of field activities
• Schedule adherence issues

For sales managers facing these issues, there are two options:

Option 1 Continue with traditional management methods, relying on manual reports, trusting unverified timesheets, and hoping your field team is productive when unsupervised.

Option 2 Implement FieldServicely's sales rep tracking system to gain real-time visibility, automate reporting, and optimize field operations with data-driven insights.

Real Results: The Impact of Sales Rep Tracking

Here's what our clients typically achieve after implementing FieldServicely:

Productivity Gains

Cost Savings

Time Management

How does a sales rep tracking app help productivity performance, and costs?

What types of teams rely on sales rep tracking?

Just to name a few…

It can be used by any industries having sales employee who visits different location

What Will Sales Rep Tracking Look Like in Your Business?

(REAL-LIFE CASE STUDIES)

Thousands of sales teams track, analyze and optimize their field operations with sales rep tracking software. But what exactly would it look like in your business? Here are three real-life examples of companies using FieldServicely that show how flexible, easy-to-use and effective field force tracking can be.

Distributor Transforming Territory Coverage

A leading beverage distributor with over 200 field representatives struggled with verifying store visits and optimizing territory coverage. With a massive retail network to serve, inefficient routing and unverified visits were costing the company millions annually. A better way to track field operations was needed. Enter FieldServicely.

At FieldServicely, we understand FMCG companies have structured territory management needs. This includes the way they organize store visits and manage merchandising routes. The beverage distributor was no different, requiring precise tracking of store check-ins and merchandising activities.

Knowing this, the FieldServicely team configured a comprehensive tracking solution based on the company's territory structure. Simply by implementing geofenced check-ins and automated route optimization, FieldServicely now tracks and verifies hundreds of store visits daily - without representatives having to manually log their activities. It's estimated this will save the company $2.4 million annually in travel costs alone.

What's more, given the competitive nature of beverage distribution, FieldServicely implemented strict territory protection features, ensuring sales data remains secure and representatives stay within their assigned areas.

Pharmaceutical Company Achieves Perfect Compliance

When you're a pharmaceutical sales organization, how you track and document healthcare provider visits can define your compliance status. It's a delicate balance of maximizing face time while maintaining detailed visit records.

One major pharmaceutical company turned to FieldServicely because of our platform's ability to verify visits, track duration, and automatically generate compliance reports.

Medical Device Sales Team Doubles Productivity

Medical device sales requires precise timing and efficient territory management. However, with representatives spread across multiple hospitals and clinics, it's nearly impossible to effectively coordinate a large sales force manually.

Take one medical device company that implemented FieldServicely. Like other healthcare sales organizations, they needed to maximize representative availability while minimizing response times. The company integrated FieldServicely into their sales processes, making it an essential part of daily operations.

Installed across their entire sales force, FieldServicely monitors visit patterns, tracks response times, and optimizes territory coverage. By collecting and analyzing field data, FieldServicely delivers insights that helped the company:

Find out how FieldServicely will transform your field sales operations. Start Free Trial

The Pros and Cons of Sales Rep Tracking

Like any business decision you make, it pays to really know the pros and cons of sales rep tracking. There's a lot to think about before you buy. You need to consider your goals, expectations and field operations. To help weigh things up and make the right decision, we've clearly broken down the pros and cons of sales tracking software.

Pros of Sales Rep Tracking

Businesses of all sizes experience major benefits from the simple decision to install sales tracking software. Let's take a look at just some of what you can expect.

Less Time Wasted 82% of sales representatives admit to inefficient route planning during the workday. More plainly, if you're a team of 50 representatives, only 9 of them are optimizing their travel time (or, more likely, don't admit to taking longer routes).

What's more, these representatives waste anywhere between 1 to 3 hours a day on suboptimal routes. This all adds up for employers, who are stuck with a bill of more than $35,000 per rep annually in wasted travel time and fuel costs.

Using FieldServicely's tracking tools, you can plug these efficiency leaks. With real-time location tracking and route optimization, representatives take the most efficient paths between client visits.

Enhanced Territory Coverage Whether it's overlapping territories, missed areas, or inefficient scheduling, there's an endless number of coverage gaps that destroy sales productivity. Industry research shows poor territory management costs companies up to 28% in lost sales opportunities.

Sales rep tracking software answers this challenge with real-time territory visualization and coverage analytics that ensure optimal market penetration.

Less Administrative Burden Few things kill sales momentum like painstaking paperwork. It's a productivity killer that plagues all field teams. The impact? Sales managers spend an average of 4 hours daily on administrative tasks.

Every minute spent on admin is a minute not spent selling. FieldServicely eliminates attendance and route reporting admin with automated check-ins and visit verification. Plus, it connects to payroll for automatic cost calculation based on verified field time.

A More Engaged Field Force Only 20% of field sales reps feel fully engaged with their territories. This stems from various factors like unclear boundaries, route confusion, and lack of performance visibility. Without data-driven insights, improving engagement is pure guesswork.

With FieldServicely's tracking system, performance analytics provide clear metrics on territory coverage, client visit effectiveness, and individual rep achievements. You can finally understand what drives success in your territories.

Optimized Client Time "Time in territory is everything," as the old sales saying goes. But typically, it isn't until monthly reviews that managers discover representatives aren't spending enough face time with high-value clients. By then, opportunities are lost.

With real-time tracking, client visit duration gets monitored instantly. All it takes is a glance at your dashboard to see which customers are getting the attention they deserve.

Cons of Sales Tracking Software

For any sales leader, the advantages of tracking software are clear. But there are some potential downsides. Here's what to consider - and how to deal with them.

Impact on Team Trust According to recent studies, 92% of sales leaders say trust is critical to team success. And, as managers know, trust takes years to build and minutes to break.

It's natural to worry that implementing tracking might signal distrust. However, positioned correctly, sales rep tracking can actually build trust through transparency and fair performance evaluation.

Privacy Concerns Worries about personal privacy during field work are common. Representatives often fear their every move will be scrutinized. With clear policies about tracking scope (work hours only) and data usage, these concerns can be effectively addressed.

Resistance to Change You know what it's like when seasoned sales reps face new technology. Some might feel their experience isn't valued. Now, some representatives will resist just knowing that tracking is being implemented. The key is highlighting how these tools support rather than replace good sales practices.

Legal Considerations Location tracking laws vary across regions. Some states have specific requirements about employee monitoring, which requires careful consideration. Whether you're operating locally or nationally, it's vital to understand the legal landscape around field force tracking. Typically, you're well within your rights to track business-related activities. But it pays to be sure.

How to Choose the Best Sales Rep Tracking Software?

(The Important Things to Look For and AVOID)

So, if you make the smart decision to install sales rep tracking software, before you buy, you need to answer five questions about which tracking solution is best for you: What are your goals? What's the makeup of your field team? What will sales tracking cost you? What features do you need? Will your software grow with you in future?

Need a little help answering these? Then read on….

1. What are your goals? Tracking goals differ from company to company - even between sales teams. For instance, a pharmaceutical company might be looking to verify healthcare provider visits for compliance. While an FMCG company might want to use tracking software to optimize territory coverage and prevent overlapping routes. Or, you could simply be looking to enhance your team's productivity by understanding visit patterns and trends while tracking field activities.

Whatever they are, make sure you're clear on your goals. To help, here are the most common goals companies have when choosing to install a sales rep tracking app: Real-time location monitoring Territory coverage tracking Visit verification Route optimization Client visit duration tracking Automating attendance Performance reports and trends Access to field data for analysis Simplifying payroll by tracking verified visits Schedule optimization for field teams

2. What's the Makeup of Your Team? (Regional vs National Sales Forces) Distributed sales teams are increasingly common. If, like most modern sales organizations, you're managing representatives across multiple territories, comprehensive tracking will be important to you.

Tracking is less of a challenge for local teams, where managers can physically check on representatives. But, when your sales force is spread across cities or states, ensuring proper territory coverage and visit completion becomes a real challenge. So, you need a dedicated sales force tracking solution, like FieldServicely.

3. What Features Do You Need? If all you need is basic GPS tracking and visit verification, there are plenty of options out there. On the other hand, you might be looking for a highly customizable solution with advanced features, like FieldServicely.

Now, often customization comes with a price. So, be sure to factor that into your thinking when you compare side by side. Like with any top sales tracking software, it's always smart to start with a free trial.

4. What's the Real Cost of Sales Rep Tracking? The costs involved in sales tracking software are more than just how affordable it is. There's setup time, training, mobile devices, installation requirements and ongoing support to think about. Here's what to include in your calculations…

Pricing Model – Sales tracking licenses usually fall into two categories. One, large lump sum tiered pricing which leaves smaller companies paying for way more than they actually need. Or, two, 'per user' pricing which, if you're a large enterprise, can quickly go through the roof. FieldServicely offers flexible pricing with enterprise discounts.

Mobile App & Installation – Does it work on both iOS and Android? Is the app user-friendly and reliable? Often sales tracking software needs to be installed individually on every device or requires complex setup, which your company may not have time for. This doesn't have to be the case though. FieldServicely offers simple app installation that even teams without technical expertise can quickly set up.

Training – Your tracking software shouldn't be so complicated it takes days of training just to get started. If it does, this slow learning curve and difficulty-of-use will cost your team valuable selling time.

Integrations – How well will your tracking software work with your existing CRM and business tools? If they don't integrate seamlessly, you risk data silos, inefficient processes and may even need to change your entire workflow.

Data Reliability – How accurate and timely is your tracking data? If representatives are visiting the wrong clients or spending too long at locations but you don't find out until days later, this data loses much of its value. Always look for real-time tracking, which ensures immediate visibility.

System Requirements – Installing sales tracking shouldn't drain mobile batteries or use excessive data. Opt for a lightweight, efficient mobile app that doesn't impact device performance – a free trial will help you verify this.

5. Will Your Sales Tracking Software Grow with You? It's not just initial costs you need to consider. Be future-focused when choosing your tracking solution. It's got to become a seamless part of your team today, and grow with you tomorrow. Just like a top-performing sales rep.

Data Storage – Once all that field data starts getting collected, how's it stored, processed and secured? Before you implement tracking software, find out about data security, storage limits and processing capabilities. There's nothing worse than finding out you've hit your data limit or, worse still, your valuable field data hasn't been properly stored! Also, look for both cloud and on-premises storage options for flexibility and security.

Scalability – You've got plans to expand, no doubt. Will your tracker grow with you? It needs to handle more territories, more representatives and more data. And, as your field force grows, your software should scale smoothly without performance issues.

Support – Once you're up and running, what kind of support will you get? A generic help desk? Automated chatbots? Nothing at all? Choose a provider that offers responsive, knowledgeable support when you need it.

Customization – Your sales operation today won't be the same in a year. Maybe you'll add new product lines, expand territories or change sales strategies. However you evolve, your tracking software needs to adapt. There's no one-size-fits-all for field sales, so customization capability has long-term impact on your success.

How to Introduce Sales Rep Tracking to Your Team?

(And keep everyone happy)

For sales leaders and managers, the decision to install sales tracking software is pretty plain to see. And, after all, it's your call to install it. But, this doesn't mean you should go it alone. It's important to get your field team involved and informed from the outset.

Be Transparent

Like anything introduced to your sales team, it's best to be transparent with your communication around it. When you decide to install tracking software for your field force, start by clearly communicating your plan to use it to improve territory coverage and sales performance. Research shows that when a tracking system is clearly explained and directly linked to performance rewards, it's highly effective at improving results.

Talk About the Benefits (To Them)

Sure, as the sales leader, you know what you'll get out of sales rep tracking software. But, for wary representatives, it might not be so clear. There's a simple answer to this: show them how it'll benefit them. For instance, the thousands of sales representatives using FieldServicely experience:

Faster, more accurate commission payments thanks to automated visit verification More recognition for their hard work through detailed performance tracking that highlights top performers Being part of an efficient, high-performing team where territory coverage is balanced fairly Insights into their territory patterns to improve their routes and client coverage No more manual visit reports or weekly activity logs Greater flexibility in managing their territories as managers can now track progress remotely More autonomy in the field as managers can monitor success without constant check-ins

Make them a Part of the Process

Bring them into the tent early and team buy-in will surge. This starts with asking key team members to help evaluate which sales tracking solution to implement. Gather your top performers to help make the buying decision, whether you're comparing FieldServicely with other options in the market or evaluating different feature sets.

With your sales leaders on board from the outset, getting the rest of the team behind it becomes easier. It'll still take some savvy communicating on your part though, including:

• Organizing field team meetings to introduce the tracking system
• Developing clear communication about territory management
• Addressing privacy concerns about location tracking
• Gathering feedback throughout implementation
• Responding to concerns about micromanagement

Have a Policy

Yes, we know. Another workplace policy is the last thing you need - and sales reps want to read. But, unlike standard operating procedures, having one for field force tracking and location privacy is a must-do. Make sure it's in clear language that doesn't take a legal expert to understand. Once it's drafted, it can be easily inserted into your sales team's onboarding process.