Operations

Turning location data into a fair field-force model

Field teams are hard to see. A rule-based model that pairs CRM with location data makes effort visible — fairly.

30 Aug 2026 · 5 min read

You can't manage what you can't see. For a field sales force, we combined CRM meeting logs with network-provided location data to build an objective, rule-based efficiency model.

Key takeaways

Compare declared meetings against tracked visits to separate genuine effort from data gaps.
Simple thresholds (movers vs couchers, dummy visits vs entries) turn noise into fair signals.
Flags need context — review against performance and revenue-to-cost before any action.
The payoff is transparency: outperformers get rewarded, and effort is judged fairly.

This insight comes from a real engagement.

Read the case study: Maximising Efficiency →