Sales Track · Beat planning
Beat planning in sales: plan, verify and track every beat
A beat in sales is the fixed set of outlets a field rep visits on a given day, in a set order. Beat planning is deciding which outlets go on which beat and how often each one is visited. In Sales Track, managers set beat plans and assign territories, reps check in by GPS at each outlet, and dashboards show beat adherence as it happens.
- Beat plans and territories set by managers
- GPS check-in at every outlet on the beat
- Beat adherence on live dashboards
The basics
What is a beat plan in sales?
In FMCG and other trade-led businesses, a rep can't visit every outlet every day. A beat plan splits a territory into beats — groups of outlets that sit close together — and fixes the day each beat is covered. A rep might run six beats across the week and repeat the cycle.
A good beat plan balances three things: outlet priority (bigger or growing outlets are visited more often), travel time between outlets, and the number of calls a rep can make in a day. When it works, every outlet is visited on schedule and the rep spends the day selling, not travelling.
On paper or in spreadsheets, beat plans drift. Outlets are added without being assigned, reps skip the far end of a beat, and managers only find out when orders drop. Beat planning software keeps the plan, the visits and the results in one place.
The challenge
Where beat plans break down
The problems we hear most often — and what changes in Sales Track.
01
No one knows if the beat was covered
Geo-fenced check-in and check-out record every outlet visit with location and time.
02
New outlets never get a beat
Managers assign outlets to beats and territories in Sales Track, so every outlet has an owner and a visit day.
03
Routes waste the rep's day
On Enterprise plans, AI optimises routes based on outlet priority and geography, including territory cutting.
04
Adherence is checked at month end
Real-time dashboards show field movement, coverage and beat adherence during the day.
How it works
How beat planning works in Sales Track
Plan, execute, track and improve.
- 1Plan
Beats set
Managers set beat plans and assign territories. On Enterprise, AI optimises routes by outlet priority and geography.
- 2Execute
Outlets visited
Reps check in at each outlet, capture orders, log activities and take photos from the mobile app.
- 3Track
Adherence seen live
Dashboards show field movement, order value, coverage and beat adherence as it happens.
- 4Optimise
Beats improved
AI surfaces top-performing routes and underserved outlets, so beats get better each cycle.
Designing it
How to build a beat plan
Start from your outlet list, not from your reps. Group outlets by location into beats a rep can cover in a day, then set visit frequency by outlet priority: weekly for high-value outlets, fortnightly or monthly for the rest.
Fix the day and the order of each beat, and keep it stable. Retailers learn when the rep comes and hold orders for that visit, so a predictable beat often lifts order size as much as extra visits do.
Review beats every cycle. Move outlets that are always skipped, split beats that run long, and give growing outlets more visits. In Sales Track this review starts from beat adherence and coverage, not from the rep's memory.
- Group outlets by location first
- Visit frequency by outlet priority
- Fixed day and order for each beat
- Review adherence and coverage every cycle
- Move outlets that are always skipped
Knoxy · AI Chief of Staff
Knoxy watches your beats
Knoxy, the AI Chief of Staff in IMAST 360, works across Sales Track and the rest of the platform.
Meet Knoxy- Alerts managers to beats and reps falling behind plan
- Catches fraud and anomalies
- Schedules tasks and reminders for the field team
- Answers questions about coverage in the copilot
Results
Results from field sales programs on IMAST
FAQs
Beat planning FAQs
What is a beat in sales?
A beat is the fixed set of outlets a field sales rep visits on a given day, usually in a set order. A territory is split into several beats that are covered in a weekly or fortnightly cycle.
What is beat planning?
Deciding which outlets belong to each beat, how often each outlet is visited and in what order, so every outlet is covered on schedule with the least travel.
How does Sales Track check beat adherence?
Reps check in and out at each outlet with geo-fenced GPS, and dashboards compare visits against the beat plan in real time.
Can AI plan routes?
Yes. On Enterprise plans, AI optimises routes based on outlet priority and geography, including territory cutting and route planning.
Does it work without internet?
Yes. Sales Track is offline-first: reps can check in, place orders, capture photos and log activities without connectivity, and everything syncs when the network returns.
Does it connect to our DMS or ERP?
Yes. Sales Track connects natively with Distribution+ (the IMAST DMS) and to SAP, Tally and other ERPs through REST APIs.
See your beats in Sales Track
Bring one territory's outlet list — we'll show it as beats with live adherence.