Sales Manager Creates Routes for New Direct Report

A sales manager for a pharmaceutical company manages 10 sales representatives. One of her representatives, a new employee, is not familiar with his territory. To help her new representative get up-to-speed, she organizes the new representative’s accounts into a series of routes.

Each route is divided into sections and will be visited every two weeks. The sales manager creates 10 routes—one for each workday in a two-week period. Each route includes multiple accounts in the same neighborhood. Once the sales manager has finished creating the routes, she uses them to schedule a month’s worth of account calls for her new sales representative.

Once her new direct report becomes familiar with his territory, she gives him the responsibility of maintaining and updating his routes. The new sales representative can then add new accounts to a route, change the order in which routes are visited, or adjust the start time and duration of each visit.

The process for this scenario comprises four procedures:

1. Create a route. For more information, see Creating a Route.

2. Add accounts to a route. For more information, see Adding Accounts to Routes Using the Accounts View.

3. Schedule account visits using routes. For more information, see Using a Route to Schedule Calls.