SALES ACTIVITY FOR ACADEMIC PUBLISHING People familiar to the academic publishing world know the difficulties of promotion and sales of their products. Schools, Colleges and Private Tutors are instrumental in motivating students to buy academic books. Therefore the publisher sales teams must reach out to Schools, Colleges and Private Tutors during the very short book purchasing window of the year. In such demanding task the sales team often starts to get fatigued and at times falter from the task ahead.

1. Sales structurisation ​in​ ​Academic Publishing - ​A Success Story
SALES ACTIVITY FOR ACADEMIC PUBLISHING
People familiar to the academic publishing world know the difficulties of promotion and sales of their products. Schools,
Colleges and Private Tutors are instrumental in motivating students to buy academic books. Therefore the publisher
sales teams must reach out to Schools, Colleges and Private Tutors during the very short book purchasing window of the
year. In such demanding task the sales team often starts to get fatigued and at times falter from the task ahead.
STEPS FOR PERFECT TASK CONTROL
Location Tracking and Task Validation
Location tracking and auditing/validating the same provides a very good authentication of the places visited by Sales
Representatives and valuable task efficiency tracking. Work time analysis of each Sales Representative also brings out
any scope of improvement.
Our study on field data shows an improvement of over 30% in task completion compared to situations when location
was not tracked for task validation.
This data is from the implementation period of the largest academic publisher from Eastern India supports the trend.
Week
starting
Date
Number
of SR
Location
Monitored
in %
Task
Validation
in %
Total
Assigned
Tasks Completed
% of
Completion Improvement
10/05/2015 52 0 0 245 146 59.6 -1
10/12/2015 55 0 0 260 169 65 5
10/19/2015 57 0 0 263 146 55.5 -5
10/26/2015 53 0 0 256 156 60.9 1
11/02/2015 55 0 0 251 151 60.2 0
11/09/2015 57 12 0 270 169 62.6 2
11/16/2015 53 26 0 256 159 62.1 2
11/23/2015 56 44 0 254 163 64.2 4
11/30/2015 59 58 0 285 196 68.8 9
12/07/2015 58 69 0 272 181 66.5 6
12/14/2015 57 76 0 260 165 63.5 3
12/21/2015 59 88 0 274 181 66.1 6
12/28/2015 59 95 0 279 186 66.7 6
01/04/2016 61 99 25 281 219 77.9 18
01/11/2016 60 100 40 289 227 78.5 18
01/18/2016 59 100 65 286 223 78 18
01/25/2016 61 100 85 284 239 84.2 24
02/01/2016 60 100 95 289 263 91 31
02/08/2016 59 100 100 274 252 92 32
02/15/2016 61 100 100 287 262 91.3 31
02/22/2016 59 100 100 271 255 94.1 34
02/29/2016 60 100 100 281 239 85.1 25
03/07/2016 58 100 100 267 247 92.5 32
03/14/2016 59 100 100 279 258 92.5 32
03/21/2016 61 100 100 287 270 94.1 34
03/28/2016 58 100 100 264 227 86 26
04/04/2016 59 100 100 284 255 89.8 30
04/11/2016 61 100 100 292 264 90.4 30
04/18/2016 57 100 100 274 257 93.8 34
04/25/2016 55 100 100 261 231 88.5 28

2.
PRESENT TREND
Tracking the location of mobile employees has gone way up lately. According to the latest study, which was conducted in
2018, 62% of organizations that have "roaming" workforces keep records of their movement. That’s up from 30% in
2014. Although we don’t have exact numbers, the percentage has no doubt risen in even more in the past four years.
PROS OF LOCATION TRACKING AND VALIDATING
1. Less wasted time
2. Fewer errors
3. Better employee insights
4. More transparency
5. Better delegation
6. Less administrative work
CONS OF LOCATION TRACKING AND VALIDATING
1. Increased employee stress. Back in 1995, an employee whose company installed a camera in the workplace said:
"I think it illustrates a lack of trust on the part of the employer of the employee, and I think this can only
degenerate the relationship between the two." The same employee also said being location monitored was
incredibly stressful. If you look at the situation from the employee’s perspective, knowing every second of their
workday is somehow being tracked is definitely cause for anxiety
2. Legal issue: So far, we haven’t talked about the legality of employee monitoring very much. Again and again, the
courts have come down on the side of the employer—the employer has a legitimate stake in how employees

3. spend their time, and people do not have a reasonable expectation of privacy when they’re at work.
Nonetheless, it’s possible to overstep your boundaries when it comes to monitoring your employees. Ending up
in hot water with the law is never good for business