CONVERT — Field sales force

CONVERT organises the field sales force's work: whom to see, when, and whether it was done.

The cycle

The MaDa sets the configuration once (working weekdays, visits per day), then opens cycles: dated periods, often a quarter long. They follow the plans' progress and close the cycle when all are closed.

The cycle plan, step by step

1. Create the plan — the rep chooses an open cycle, and the territories and institution ranks to cover. A territory held by interim is included too, on the covered days only.
2. Set up the days — each day takes a type: visit, leave, absence, sickness, office, travel or group activity. Only visit days (and travel days, at their capacity) receive visits.
3. Generate — FunnelRover places the visits. It groups the contacts of one institution into a single call, computes the number of calls from the most demanding contact (their rank), spreads them over the cycle, and puts nearby establishments on the same day.
4. Read the capacity report — what the cadences require, what the days allow, and, by name, the contacts who found no room. The rep adjusts their days or scope, then generates again.
5. Submit — the plan goes to its reviewer (the direct manager, failing that the MaDa, failing that an Admin), who is notified. They approve it, or reject it with a comment.
6. Carry out — each day, the rep records visits from their slots, or marks a slot missed with its reason. An unplanned visit remains possible.
7. Close — at the end of the cycle, the rep declares the plan finished; a late closing is recorded. The reviewer confirms the closing or sends the plan back with a comment.

The dashboard

• Coverage to date — the share of past slots that led to a visit. Upcoming slots do not count yet: a half-elapsed cycle does not show 100%.
• Overdue — past slots without a visit, split into missed (a reason was given) and silent (nothing was said). The silent list names them, so they get caught up or explained.
• By rank — the coverage of each contact rank, to check that the most important are being seen.
• For a manager — plans to review and closings to check, with how long they have waited, and the reps who are falling behind.

A slot falling on a day of confirmed absence leaves the calculation: a rep on leave does not show as overdue.

Week and exports

The week view shows, Monday to Friday, the plan's slots, unplanned visits, group activities and off-field days; a manager can display a team member's week. Visits and cycle plans export to CSV, within the reader's scope.