The number of visits to customers is understood as the number of customer visits per sales representative and travel day. A distinction must be made between the actual and target visit performance.
the Actual visit performance is the actual number of customer visits per salesperson and working day. the Target visit performance is the so-called normal service or visit specification, i.e. the number of customer visits that are expected from a salesperson on average on a daily basis.
The visit performance is an important key figure for the field service control. In the consumer goods industry in particular, the sales force is controlled on the basis of visit specifications. The visit requirement depends on the company's customer and product range structure. The time required per customer visit is higher, the larger or more important the customers are and the more extensive and / or needs explanation the range is, so that the visit requirement has to be reduced accordingly.
The level of performance of a seller is as follows:
Performance level = (actual visit performance / target visit performance) * 100
The degree of performance is a key figure for the intensity of the visit performance. The higher the actual number of visits or the average level of performance, the fewer salespeople are needed, all other things being equal. The visit performance thus has a significant influence on the level of sales costs.
A major disadvantage of the visitor performance and performance level metrics is that they only measure the quantitative performance of salespeople. However, customer satisfaction depends primarily on the quality of the visitor performance.