It is widely believed from previous analysis conducted that Sales People could spend less than 10% of their time selling, with over half of their day being spent driving and/or at internal meetings.

Fieldmarketing personnel spend over 80% of their paid for time in the outlets of the clients customers.

 Consider a company with 5 Sales Representatives working 40 hours per week each which equates to 200 hours of available time.

Fieldmarketing People:

• Spend 75% to 80% of their time in-call and with clients customers.

• Cover a greater number of calls in a given period of time.

• React faster to sudden demands for increased resources.

• Provide a greater geographic spread across the country.

• Can increase on-shelf availability by as between 15% and 30%.

• Incur less sick leave.

Xcelerate’s experience suggests that:

• Top performing brands achieve more consistent in-store impact, lower out of stocks and higher display levels than competing brands and thus achieve successively higher annual sales growth rates.

• Top performing brands spend 9% more time than other brand companies in consumer oriented retail activities such as stocking shelves, removing un-saleable stock and building displays.

• Top performing brands sales forces spend 47% less time than their competitors doing administrative tasks such as auditing stores and checking backroom stocks thus freeing up the sales force time to focus on priority retail accounts.