The challenge
The company could not gauge whether on-field sales staff were spending working hours productively, making fair performance assessment difficult.
Our approach
- ✓ Combined CRM meeting data with hourly tower-based location data from the network provider.
- ✓ Built a scoring model classifying movers, couchers, dummy visits and dummy entries with tolerance thresholds.
- ✓ Flagged staff at unknown locations for extended periods as red flags for investigation.
The results
- ✓ Surfaced significant deviations between recorded meetings and actual locations.
- ✓ Identified outperformers for reward and consistent underperformers for action.
- ✓ Increased visibility and transparency improved fairness at appraisal time, lifting retail revenue.
