优化销售人员部门：Daytona 和 Nomadia 案例研究
技术
- 分析与建模 - 大数据分析
- 传感器 - 触觉传感器
适用行业
- 设备与机械
- 药品
适用功能
- 人力资源
- 销售与市场营销
用例
- 库存管理
- 人员跟踪与监控
服务
- 培训
关于客户
Daytona 是一家专门从事现场营销业务的外包销售机构。它是余弦集团的子公司，余弦集团隶属于宏盟集团。 Daytona 创建于 1993 年，是建立专门客户团队的专家，专门从事促销、销售队伍、促销和推销。该公司还支持绩效管理，并拥有 200 多名专门的客户支持人员。迪通拿每年的行驶里程为 4,412,238 公里，销售网点访问次数为 95,300 次。其团队主要在技术、美容和健康领域运营，包括药房和制药实验室。
挑战
Daytona 是一家国际外包销售机构，在管理和优化其销售人员部门方面面临着重大挑战。该公司的活动要求其合理分配员工，并尽可能靠近相关销售网点，同时考虑到员工的居住地。此前，Daytona France 使用由其母公司 Cosine 位于英国的办公室托管的内部区域管理工具。然而，这种安排并不理想，因为部门定义被委托给英国同事，而他们不一定了解项目细节。由于缺乏当地专业知识和对法国地理的熟悉，很难建立连贯的部门。此外，无法控制区域管理软件是一个重大障碍，促使代托纳寻求一种本地工具来进行端到端项目控制。
解决方案
在对多个地理营销解决方案进行基准测试后，Daytona 选择了 Nomadia 的 Territory Manager 解决方案。这一决定是由解决方案的成本、质量、添加不同模块的能力以及公司之间的地理邻近性推动的。区域管理器具有强大的优化算法，可自动生成最佳扇区解决方案，结合地理紧凑性和统计业务数据。该解决方案非常直观，所有用户都可以快速掌握，指导用户完成扇区定义过程的每个步骤。它还允许用户根据其领域知识手动调整部门，管理活动或销售网点特有的细节。该解决方案的灵活性还可以轻松纳入特定的业务限制，例如销售人员的工作日数或一天内可能的呼叫数。
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