Preparation depends on several sources and the report is entered late or never.
Field sales guide
Design sales mobility that helps before, during and after the visit
Give salespeople useful context, short data entry and an immediately shareable next action.
For: Field sales managers, field salespeople, key accounts and sales operationsWhat to clarify before discussing a solution
Which three pieces of information genuinely improve the next visit?
The answer does not lie in an isolated feature: it is built by connecting rules, actors, data and evidence.A lean, action-oriented mobile journey usable in real field conditions.
Four decisions to make before configuration
These decisions make the scope testable and prevent structural choices from being discovered during the project.
Choose the context available in one screen
The decision must specify the rule, its owner, the required data and the evidence used to accept it.
Limit the report to one decision and one action
The decision must specify the rule, its owner, the required data and the evidence used to accept it.
Plan offline capture and delayed synchronisation
The decision must specify the rule, its owner, the required data and the evidence used to accept it.
Test with real routes and devices
The decision must specify the rule, its owner, the required data and the evidence used to accept it.
A readable end-to-end flow
Scope is not a list of modules. It is a chain of events, ownership and decisions.
1Account context
2Visit objective
3Rapid capture
4Evidence and document
5Next action
In the first scoping
- One representative flow and its useful variants
- Authoritative events and minimum data
- Roles, decisions and escalation times
- Acceptance criteria and baseline measurement
To sequence in waves
- Additional sites, activities or populations
- Rare variants that do not condition the pilot
- Automations whose rule is not yet stable
- Advanced dashboards after source reliability
To decide explicitly
- Choose the context available in one screen
- Limit the report to one decision and one action
- Plan offline capture and delayed synchronisation
- Test with real routes and devices
From direction to measured improvement
- 1Navigator
- 2Personalised review
- 3Scoping workshop
- 4Wave-based deployment
- 5KPI measurement
Each stage produces a decision or evidence reusable in the next. Deployment remains business-led and verifiable.
Measure to decide, not to fill a dashboard
Every KPI needs a definition, a source, a cadence and an associated decision.
KPIFormulaSourceDecision
CRM coverageDocumented opportunities ÷ active opportunitiesAccounts, activities and opportunitiesImprove pipeline reliability and next actions
Sales cycle lengthDecision date − qualification dateStages, activities and decisionsRemove qualification and decision bottlenecks
Conversion rateTransactions or orders ÷ visits or opportunitiesChannels, opportunities, baskets and ordersTarget breaks in the buying journey
Decision lead timeDecision date − signal dateAlerts, decisions and actionsShorten the path from signal to action
06 · Business scenario
A visit captured before leaving the customer
- Situation
- Information is reconstructed in the evening and loses precision.
- Approach
- The pilot prepares context, reduces the report to essentials and enables immediate capture, even offline.
- Target outcome
- The next action is shared earlier and history becomes reliable.
Useful answers before the first discussion
01Where should we start in practical terms?
Choose a representative scope spanning “Account context” and “Visit objective”, then document one normal case and one frequent exception. The first flow should be important enough to matter but contained enough to observe end to end.
02Do all existing systems need replacing?
No. Scoping starts with decisions, authoritative events and ownership. It then determines what should be retained, integrated, replaced or simply better governed, wave by wave.
03What data should be prepared before a workshop?
Prepare a few real cases, the volumes shaping the operation, the main variance reasons and the sources used to measure CRM coverage. The quality of examples matters more than the quantity of documents.
04How should the right pilot scope be chosen?
Choose a scope with an available owner, accessible data, a meaningful exception and a measurable outcome. Avoid both an overly simple case that proves nothing and an overly broad scope that dilutes learning.
05How can scope changes during the project be limited?
Make assumptions, interfaces, variants, exceptions and acceptance criteria explicit. Every new request can then be classified: essential to the wave, suitable for a later wave, or outside the objective. Discussion focuses on impact rather than intuition.
Next step
Turn this guide into a personalised review
Complete Navigator to position your context, then use the review as the starting point for a scoping workshop.
- 1Navigator
- 2Personalised review
- 3Scoping workshop
- 4Wave-based deployment
- 5KPI measurement
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