Field Sales

Home » Services » Field Sales

Overview

Massini Group has experience optimizing as well as integrating field sales or Door to Door (D2D) sales channels. As one of the supported strategies in Massini Group’s Omni Channel structure, it is essential to collect data and build campaigns with the same discipline that exists in other channels. Massini Group has experience integrating with existing D2D CRM tools or can recommend solutions that fit the criteria to build a successful program. Through a partnership with SalesRabbit, Massini Group can offer you a dynamic tool that is structured to support your data strategies and feed data into your central Marketing Reference Database.

Executive Reporting

Throughput – How many doors being knocked per agent within a specific timeframe (hourly, daily, weekly, monthly)
List Penetration – Similar to throughput but show what the rep is leaving on the table at the end of the Block of Work.
Dashboards – Graphic based, high-level KPI at a single glance.
Heat Mapping – Gathering crucial information from the decision maker via the D2D rep that can drive complex and specific heat maps (e.g. Completion heat map, contract expiration heat map, product penetration heat map, etc)
Historical rep route tracking – Where did the rep walk today/yesterday. What route did they take? Did they deviate from the list being presented?
Head to Head (H2H) reporting on standardized metrics – How are the vendors performing in comparison to each other?
Stack ranking of vendors, reps and offices – who are your best agents specific to in-depth Key Performance Indicators (KPI), who needs coaching, etc.
Segment, product and channel breakouts – being able to report on different products, segments and even channel for comparison.

Route Planning and Geo Targeting

Route efficiency in the D2D channel is extremely important at all levels. Massini Group leverages a variety of complex geo data attributes and proximity processes to ensure that the leads being targeted and assigned to individual agents are as close to each other as possible.

Dynamic Lead Distribution

Allows for situations where a Telemarketing (OTM) opportunity can dynamically be re-routed to a D2D rep based on specific business rules or vice versa. At the same time being able to keep track of that lead all the way to close.

Keeping Track of Activities

Marketing with memory. Leveraging Massini Group’s complex data processing steps, we can build in a robust Lead Recycling strategy to ensure there are no over-worked or under-worked leads.

Multi-Vendor Support

Platform allows for multiple vendors to simultaneously work in the platform using different targeting lists.

Standardized Dispositioning

It’s important to keep your eye on performance metrics, no matter what channel activities are in progress. It’s even more important to be able to compare these activities in an apple to apples way. Massini Group asserts that every activity must be associated with a standardized disposition at a micro level.

Closed Loop Integration

Depending on APIs available, Massini Group can track the journey of a lead from inception to installation and report on each step of the way.

Web Based Platform

Because we host a web based platform there is no need to install a system taxing application or be concerned with version compatibility or updates.