Sales activity is not only measured by how many outlets are covered. The number of orders generated from those activities also shows whether planned sales efforts are producing results. When many visits do not lead to orders, distributors may need to review how they plan and carry out sales activities.
Strike Rate helps measure this by showing the percentage of sales visits that result in an order. Tracking the metric gives distributors a clearer view of sales productivity and helps them identify areas that may require attention.
What Is Strike Rate?
Strike Rate is a sales metric FMCG companies use to measure the percentage of sales visits that result in an order. It helps distributors evaluate how often planned outlet visits lead to a sales transaction.
For example, if a sales representative makes 1,000 outlet visits in a month and 700 visits result in an order, the Strike Rate is 70%.
Why Strike Rate Matters for Your Business
Strike Rate helps distributors understand how often sales visits result in orders. A higher Strike Rate means more visits lead to transactions, while a lower Strike Rate may indicate that some visits aren't producing the expected sales results.
By tracking Strike Rate, distributors can:
- Evaluate sales performance based on actual visit and order data.
- Identify areas that need attention, such as outlets or sales representatives with lower results.
- Support sales planning by using visit and order data to review future activities.
How to Increase and Improve Your Strike Rate
The following are strategies on how to increase your strike rate:
- Training and Development
Regular training can help sales representatives improve product presentation, communication, and negotiation skills. For example, distributors can conduct product demonstrations before introducing a new product and use role-play sessions to practice handling customer objections. - Route and Visit Planning
Sales routes can be planned based on outlet locations, visit priorities, and daily schedules. Grouping nearby outlets into the same route can reduce travel time and allow sales representatives to complete their planned visits. - Prioritize the Right Outlets
Sales representatives can prioritize outlets based on purchase history, product demand, and previous order activity. Focusing on outlets with relevant product needs increases the chance that visits will result in orders. - Prepare Before Each Visit
Sales representatives should review the outlet's previous orders, available promotions, and relevant products before visiting. Having this information helps them present products that match the outlet's needs. - Monitoring and Reporting
Sales teams need accurate records of their visits and orders to measure Strike Rate. Recording each visit and its result allows managers to compare the number of visits with the orders generated. Managers can then review the data by sales representative, outlet, or area to see which visits produce orders and which areas need attention.
How Sales Force Automation (SFA) Supports a Higher Strike Rate
Sales Force Automation (SFA) helps sales teams organize their daily activities, from planning outlet visits to taking orders. The system brings key sales information into the sales representative's workflow, so they can prepare for each visit based on the outlet's previous activity.
Before visiting an outlet, sales representatives can check customer information, previous orders, product availability, and planned promotions. During the visit, they can record the order directly through the application. SFA can also support route and visit planning, helping sales representatives organize their daily schedules.
Increase Your Strike Rate with BOSNET Mobile Distribution
BOSNET Mobile Distribution helps businesses monitor sales visits, validate field activities, manage sales routes, and track sales performance in real time through a single integrated platform.
Get real-time visibility into field sales activities and actionable insights from every outlet visit. BOSNET helps businesses increase revenue, reduce costs, and improve sales execution across the distribution network.
Ready to digitalize your sales force?
Contact us to discover how BOSNET Mobile Distribution can manage your salesman activities in one integrated solution.
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