What are the sales goals for Geico Sales Reps?

What value would companies with external sales reps or field reps find in a Sales Reps Visit Control System  (not GPS Tracking) that can 100% certify whether these reps visited or not the places they have to visit in their daily routes?

• Is controlling the visits of outside sales reps a real problem for companies like distribution companies? For example take a wholesale distributor with a direct sales force tasked with visiting 15 customers everyday.  Would this company benefit from controlling the visits of its sales reps to the 15 customers every day?

• Answer:

  Interesting Idea. I'm not a sales manager, but I'm skeptical that this would be something they would need. It's usually apparent when a sales rep is not visiting customers as there won't be sales. In all my experience, good sales reps are self-driven and perform quite independently from direct management control over their behaviour. Not to say that there couldn't be value in your idea, but it may not be about controlling behaviour as opposed to simplifying the reporting of activity. A really large distributor with a large outside sales team could find value in having more detailed reporting on their teams activity especially at a senior sales management level. For a smaller firm like ours, our regional sales managers can meet their team once a week and keep close tabs on commission/sales activity reports and that's probably sufficient.