Why the field force exists — role, mandate and contribution to the commercial strategy.
Store segmentation / value – influence. Which points of purchase we cover, how often and why.
Technology requirements — SFA solution / image recognition / POS data.
Capability needed and reward mechanisms to attract, grow and retain the right people.
Structure / roles — internal, partner, dedicated, crowd or syndicated.
Operational planning and briefing process that turns strategy into the cycle plan.
In-call process — the steps of an effective visit, consistently executed.
KPI and ROI — reporting and continuous improvement.
Selecting a 3rd party partner and building collaborative partnerships.