Geofencing & Dwell-Time Verification for Field Sales Coverage
A GPS-based geofencing and dwell-time engine that tells a sales leader, for every assigned customer, every day, whether a field rep genuinely made the call, without relying on the rep's own word for it.
6
Distinct visit outcomes captured
<5 min
Minimum dwell time defining a real visit
2
Independent signals verified per visit
WhatsApp messaging gets complicated at scale.
Field sales is one of the hardest functions to manage remotely. A sales leader assigns a rep a beat plan, a list of customers to visit, in order, with an objective for each stop, and then has almost no reliable way to know what actually happened out in the field until the numbers come in at month-end. Visit reporting is self-reported, coverage percentages can lie in both directions, drive-past visits go undetected, route and territory compliance is unverifiable, tracking gaps look identical to deliberate misconduct in naive systems, and manual audits cannot scale across a distributed sales force.
Challenge 1
Visit reporting is self-reported. A rep files a check-in with an outcome note, and the manager has no independent way to confirm the rep was actually at that customer when they filed it.
Challenge 2
Coverage percentages can lie in both directions. A rep can look like a top performer on paper while skipping real work, and a rep who did everything right can look like a poor performer because of a missed check-in or a dead phone battery.
Challenge 3
Drive-past visits go undetected. A rep can pass within sight of a customer's shop without stopping long enough to actually make a call, and a simple "was the rep nearby" system will still count it as a visit.
Challenge 4
Route and territory compliance is unverifiable. Without location evidence, managers cannot confirm reps are covering their assigned territory in the planned sequence rather than cherry-picking convenient stops.
Challenge 5
No distinction between misconduct and bad luck. A tracking gap caused by a dead battery or a basement showroom with no signal looks identical, in a naive system, to a rep who deliberately went dark.
Challenge 6
Manual audits don't scale. Spot-checking a handful of reps by phone call or surprise visit cannot cover a distributed sales force across dozens of territories every day.
Coverage percentage is meaningless without independent verification: it can be perfect and still hide the most serious problem on the team.
Dwell time (continuous presence, not just proximity) is what separates a genuine sales call from a drive-past.
Every disagreement between GPS and self-reported data deserves its own explanation, not a single generic failure flag, because "unprovable" and "contradicted by evidence" are very different situations with very different consequences for the rep involved.
A verification policy that is visible and tunable builds trust with both managers and field reps: nobody has to take a black box's word for it.
Built with technologies we trust.
Project Goals
The Outcome
The proof of concept showed that a coverage percentage alone is not a trustworthy metric: a rep can show 100% self-reported coverage and still be the most serious integrity concern on the team once GPS evidence is checked, while reps with legitimate tracking gaps were correctly cleared instead of penalized, proving the value of independent, evidence-based verification over self-reported coverage.
Conclusion & Impact
"Field sales has always run on trust: a rep says a visit happened, and a manager mostly has to believe it. Geofencing and dwell-time verification don't replace that trust; they give it something to stand on. By requiring two independent signals to agree, and by giving every kind of disagreement its own honest, explainable status instead of a single pass/fail flag, the system turns a distributed, largely invisible field sales operation into something a manager can actually see, measure, and manage fairly."
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