Meeting new customers and maximising existing customer accounts are important processes for a Business that wants to grow. Regardless of how a business chooses to do this, it’s hard to argue against the level of trust that face-to-face contact can generate. However, controlling the cost of a Sales Force on the move can be a difficult task.

The 2008/09 Barclaycard Commercial Travel Survey, which analysed responses from 2,200 business leaders, identified that 85% believed face-toface is a more effective way of doing business – despite the benefits of modern communications. However, face-to-face contact, whilst potentially bringing greater rewards, also brings greater costs.

So, what can you do to manage those costs?

In a tough economic climate, managing costs, keeping control of spending and making sure employees understand exactly how company money is being spent, become more important than ever. There are a number of ways in which these can be achieved:

1. Define the purchasing parameters with a travel, expenses or purchasing policy


2. Reduce the complexity of reconciling expenses with a corporate card


3. Utilise available technology, such as an online expensemanagement system.

Define the Purchasing Parameters

The 2008/09 Barclaycard Commercial Travel Survey also identified that 31% of respondents stated that their company didn’t have a business travel policy. But developing a clear travel, expenses or purchasing policy will help control your sales force expenditure. With a robust framework in place, employees can understand how they can make purchases, including travel and entertainment expenditure, on behalf of the company. By clearly defining policy parameters, you’ll enable your sales force to travel more efficiently. Consider the following key points to provide the structure to the policy content:

• Which employees the policy affects
• How authorisation for travel and expenses are sought
• What booking procedure should be followed
• How the policy varies according to the method of travel
• What’s permitted for subsistence spend such as an overnight
• expense allowance.

For more information on Sales Force Management and a comprehensive business guide visit Barclays Commercial website
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