Improving Field Sales Efficiency with a Smart Work Route Module
A UAE-based pharmaceutical distributor supplying 7,000+ products to 500+ pharmacies used ForthERP's Work Route Module to bring structure and visibility to its field sales operation — increasing daily pharmacy visits from 8-9 to 12-15 per sales rep.
8–9 → 12–15
Pharmacy visits per day, per rep
The Challenge
- Limited visibility into whether staff actually visited assigned pharmacies.
- No accurate record of the time spent at each location.
- Difficulty understanding staff availability and workload during the day.
- Challenges in identifying unnecessary travel and inefficient routes.
- Limited visibility into which pharmacies had been visited and which were still pending.
- Difficulty measuring actual field productivity and distinguishing physical visits from phone-based customer interactions.
- Manual dependency for planning and monitoring daily routes.
The Solution
Route Planning
Create and assign routes based on locations and working schedules. The system also supports area-based automatic route planning, helping create more efficient routes with less manual effort.
Location-Based Visits
Staff can check in and check out when they reach the designated pharmacy location. The system records the visit location, time, and duration.
Time & Activity Tracking
Management can monitor how employees spend their working hours, including time spent at pharmacies and time available for additional visits.
Visit Management
Managers can monitor current, completed, pending, and new visits from a centralized system.
New Pharmacy Addition
Sales representatives can add newly identified pharmacies directly from the field, allowing them to be included in future route planning.
Visit Documentation
Staff can record check-in notes, check-out notes, customer information, and order details during each visit.
Results
- Reduced unnecessary travel through better route organization.
- Clear visibility of where staff need to go next.
- Accurate monitoring of staff locations and visit durations.
- Better understanding of daily available and utilized time.
- Increased pharmacy coverage through additional locations.
- Improved monitoring of new and ongoing visits.
- Better visibility into individual staff performance.
- Improved overall field-sales productivity.
Business Impact
The Work Route Module transformed the company's field-sales process from a largely manual reporting system into a structured, location-based and measurable workflow. Management gained a clear view of daily field operations, while sales representatives could follow more efficient routes and complete more pharmacy visits within their working day. The solution ultimately helped Al Nahda Medical Store LLC achieve better route efficiency, stronger field visibility, increased pharmacy coverage, and improved staff productivity.
Key Outcome
Smarter Routes. Better Visibility. More Visits. Higher Productivity.
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