Field sales case study · Cable manufacturing
From uncertain visits to a traceable sales pipeline
A cable manufacturer serving distributors, project customers, influencer-led opportunities and government tenders needed a clearer picture of what its field team did each day—and what happened next.
Quick Locate with CRM Lite connected planned visits, GPS-verified check-ins, policy-aligned expenses and tender approvals in one field workflow. Managers gained a reliable view of daily activity and pipeline follow-through. The team was trained and live in two weeks.
The challenge: four selling motions, one fragmented view
The manufacturer sold through distributors, project-led accounts, influencer relationships and government bids. Each motion had a different path from first meeting to quote or tender.
Unclear field effectiveness
Attendance, daily visit counts, visit objectives and follow-through were difficult to verify consistently.
Visit authenticity
Without reliable location evidence, managers could not distinguish a completed customer visit from an unverified activity update.
Expense without context
Claims were hard to connect to actual customer-site check-ins or to evaluate consistently against the expense policy.
Complex pipeline and quotations
Distributor, project, influencer and government-bid opportunities required different servicing steps, product choices and pricing approvals.
Quick Locate + CRM Lite, built around the actual sales day
The implementation linked field execution to a light CRM pipeline rather than treating attendance, expenses and bids as separate reports.
Purposeful visit planning
Plan customer visits with clear objectives and visit-support context, then record daily visit counts, status and next steps.
GPS-verified presence
Record authentic check-ins at customer sites and view exact-location live tracking on Google Maps during office hours.
Productive vs unproductive visits
Classify visit outcomes so managers can review both activity volume and whether each visit advanced the opportunity.
Policy-aligned expenses
Automate expense capture using actual customer-site check-ins as the reference, with claims aligned to the company expense policy.
Tender and bid support
Track government tender opportunities and route product and pricing approvals before bids or quotations move forward.
CRM Lite pipeline
Keep distributor, project and influencer-led opportunities in a shared pipeline with follow-through, quote context and ownership.
What changed in day-to-day operations
These are practical, observable benefits of the rollout; no unverified revenue or productivity percentages are claimed.
Visits became verifiable
Planned calls, GPS check-ins, objectives and status give managers evidence of where field time went.
Expense claims gained a reference
Site check-ins and expense policy provide a traceable basis for reviewing customer-visit claims.
Follow-through became visible
Productive and unproductive outcomes, next actions and pipeline status make missed follow-ups easier to spot.
Bid decisions became easier to track
Tender opportunities, product selections and pricing approvals sit alongside the wider sales pipeline.
The customer is intentionally unnamed. No percentage improvements or financial results are published because validated measurements were not supplied.
Implementation in two weeks
We configured the workflows around the manufacturer’s different ways of selling, trained the field and management teams, and supported go-live.
Map the selling motions
Align visit objectives, customer types, opportunity stages and quote or tender approvals to distributor, project, influencer and government-bid work.
Configure field controls
Set up visit plans, GPS check-ins, office-hours tracking, productive-visit statuses and expense-policy alignment.
Train the teams
Walk representatives and managers through daily visits, expense evidence, pipeline updates and bid approvals using their real workflows.
Go live and support adoption
Launch Quick Locate with CRM Lite within two weeks, then help teams use the same activity and pipeline view in daily reviews.
Bring clarity to every field visit
See how Quick Locate connects verified activity, expenses and your sales pipeline.