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Field Force Design

The sales leader's guide to reading your field force.

Everything below happens on one org chart. You never learn a new screen — you change what the chart is grouped by, filtered to, and how deep it opens. This guide is organised by the questions you actually ask on the floor.

For Sales Directors & Regional Sales ManagersFMCG field sales — pre-sellers, supervisors, routesNo spreadsheets

The whole thing in one idea

Open Org design › Org Chart. Three controls in the toolbar do all the work:

Group ·

Aggregate the chart into boxes — one per Region, Channel, Project, Department… Set it to None — people to see individuals.

Display › Filter

Narrow to one slice — a region, a route, an employment type. Works together with Group.

Views

Save the current Group + Filter + zoom as a one-click preset — like Eastern field force.

Group = compare side by side · Filter = zoom into one thing · Views = keep a setup you use every day.
Daily

Regional Sales Manager

"Is my region covered today?"

See my region's coverage at a glance

How many routes I run, and how many have nobody on them.

  1. Set View · Chart, then Group · Region.
  2. Read the bottom line of your region box — 64 routes ✓ covered or 64 routes 3 uncovered.
Amber = act. "3 uncovered" or "2 aging 60d+" means routes with no seller (or open too long). Green means every route has exactly one person.

Find the exact vacant routes

Not just "3 uncovered" — which three.

  1. On the region box, click the coverage line (the "64 routes · …" text).
  2. The Route coverage panel opens, scoped to that region — every route with a covered or vacant tag. Or press Routes to see all regions.
The panel groups Region › City › Route. The header tallies covered · vacant · conflicts for the whole region.

See who covers each route

Names against routes — for a handover, a leave plan, or a spot check.

  1. Open Routes (or click a region's coverage line).
  2. Each row reads DMM-R07 → Faisal Al-Subaie covered. A vacant row is an open seat to fill.

Assign a person to a route

Put a pre-seller onto their route so coverage turns green.

  1. Group None — people, then right-click the pre-seller's box → Edit › Edit role / level.
  2. In the Route field, type or pick the route — DMM-R07 — and save. One person per route: reassigning shows the old route as vacant.
The route now shows on the person's box (Dammam · DMM-R07) and the coverage counts update instantly.

Save "my region" as one click

Land on your region every morning without setting filters again.

  1. Set it up once: Group · Region, or filter to your region and set the expand level you like.
  2. Open Views (right of Appearance) → name it Eastern field force → Save.
  3. Any day after: Views → click the name. Rename with ✎, remove with ✕.
A saved view remembers the grouping, filter and expand level together.
Structural

Sales Director

"Is my structure right?"

Compare all regions side by side

Headcount, cost and coverage across the whole field force in one screen.

  1. Group · Region.
  2. Each region is one box: headcount · SAR total · route coverage. Scan for the amber coverage lines.

Check span of control on supervisors

Are supervisors carrying too many — or too few — pre-sellers?

  1. Group · None — people and open a region's supervisors.
  2. Each supervisor box shows a span pill next to Reports: 1:8 is on target, 1:11 is over. Hover for the target.
The target comes from your headcount plan's span rule (1 supervisor per 8 pre-sellers). Click the pill to jump to the plan.

View by channel or project instead of region

See Traditional Trade vs Modern Trade vs Wholesale — or a launch project's team.

  1. Group · Division for channels, or Group · Project for a stream.
  2. Same boxes, different cut. Add a Filter to combine — Region × Employment type = Agency, to see outsourced staff per region.

Drill from a region into its people

Go from the comparison view to the actual names in one gesture.

  1. In Group · Region, double-click a region box.
  2. The chart flips to that region's people in their real reporting lines — RSM → Supervisor → Pre-sellers with routes.
Director's comparison view and the RSM's working view are the same chart — one double-click apart.

Reading the signals

Region box — coverage line

Eastern
89 employees · SAR 6.3M
Dammam
64 routes · 3 uncovered
✓ coveredEvery route has exactly one person.
N uncoveredRoutes with nobody on them — seats to fill.
N aging 60d+Open route-seats sitting vacant 60+ days.
N conflictsTwo people on one route — fix the data.

Supervisor box — span pill

1:8At or under the planned span — healthy.
1:11Over the target — supervisor is stretched.
Reports 8/8Direct reports vs total team, beside the pill.

Person box — route chip

Dammam · DMM-R07City and the route this seller covers.
The one rule that never bends: a route belongs to exactly one person. If you see a conflict, two people are on the same route — reassign one before you trust the coverage numbers.

Where each feature lives

Group control

Aggregate the chart by any dimension, or None for people. Route is deliberately not here — a route is a filter, not a grouping.

Org Chart toolbar · Group ·

Filter & expand level

Filter by region, route, employment type, project… and choose how many levels open. Combines with Group.

Org Chart toolbar · Display

Route coverage panel

Region › City › Route with names, covered/vacant tags and totals. Opens scoped when you click a region's coverage line.

Toolbar · Routes (Group · Region)

Saved views

Save / apply / rename / delete presets of Group + Filter + zoom. Stored in this browser.

Org Chart toolbar · Views (after Appearance)

Route field

Set a route on a person or an open seat. Also an optional Route column in the Excel import, export and template.

Right-click › Edit role · Add position · Positions

Span of control

The 1:N target is set once on the plan (a role driven by another). It then shows as a pill on every matching supervisor.

Workforce › Plan · role menu · Set span of control

Good to know

That's the whole field-force toolkit. Open the chart and try it on your own regions.

Open the Org Chart →