Businesses invest heavily in deploying field forces to service customers and increase revenues. Field resources may expand or decrease depending on business conditions, but the central challenge remains the same. It’s critical to ensure that these field resources find their targets, deliver their message, complete their tasks, document their activities, sell their products/services and receive appropriate compensation for their work – in other words, fully maximize the potential of their coverage area. The field territories are the place where all this support work meets the reality of the market place – where purchasing decisions are made that lead to the revenue outcomes.
