At BarCharts Publishing, our field reps are an important variable needed to ensure our sales equation = success. Without our field reps, our customers will not have the merchandising needed for our products to be discovered in-store. I tasked my IT manager to find a solution that will help our field reps optimize their sales calls, improve accountability and increase our internal productivity. Outfield was the solution we have been looking for.
Before rolling Outfield out to our 20+ field reps, I piloted the program with 5 of my field reps during our last selling season. I wanted to take some “batting practice” to ensure that Outfield was the right solution for BarCharts. I expected my field reps would be “checking in” to roughly 65% of their accounts which for 4 out of 5 of my reps was correct. One field rep stepped up to the “plate” and hit a grand slam, his name is Bob Weeks! Bob visited 100% of his accounts. He ensured that all his customers were serviced and ready for the next selling season and provided detailed information, including photos that allowed us to feel like we were in the account with Bob. Not only did Bob service all of his accounts, but his feedback was instrumental in making sure when we rolled out Outfield to all our field reps that it would be implemented and used without a hitch. Great job Bob!
