Territory Coverage 
& Qualified Field Sales Appointments

Many organisations face the challenge of having to address large customer and prospect bases spread over large geography areas. In this go-to-market environment traditional 'Field Sales Only' models cannot efficiently cover existing customers and 'hunt' for new ones, and generate the revenues which the business requires.

"A single Max ASP TeleSales resource can speak to more than 35 business contacts per day and identify high potential customers for our Field Sales teams to engage...we see this as the basis for our future go-to-market model in Germany" 
- Sales Director, Multinational Medical Products Company and Max ASP Client

Current Go-to-Market Characteristics

• Field Sales person fully loaded costs of circa. €100,000 upwards per year
• Geography territory sales organisation
• Predominant focus on existing customers
• Smaller low value customers are visited infrequently
• Field Sales often work from 'home-office'

Challenges

• Inconsistent Field Sales visit quality based on poor pre-visit qualification and non-availability of key purchase decision-makers. This is especially so when the visit is not scheduled at a specific date time
• Limited Field Sales 'hunting' time
• Poor CRM process and low quality customer data
• Many customers are visited infrequently or not at all
• Cost per Field Sales visit is high and average order value is generally low

Max ASP Solution

Our solution is based on delivering an effective Territory Coverage capability and identifying the best prospects for the Client Side Field Sales teams to engage face-to-face.  

Max ASP's solution comprises:
  

• High quality appointment qualification. It is only worthwhile to send Field Sales to customers that want to buy now or those that have a serious future purchasing intent
• Field Sales logistical support on visit scheduling, including journey and route planning to and from customer appointments
• Field Sales able to delegate 'quick' sales tasks to TeleSales to carry out, especially when the Field Sales people are 'on the road' and particular tasks have to be completed quickly
• High quality CRM and customer data processes, and an attitude across our TeleSales teams that high quality customer data is a business critical task