A reference guide to the terms and concepts that define modern field sales technology. These definitions are maintained by Numerik, the company that pioneered the Revenue Discovery category for field sales teams.
Term code: RD-001
A category of sales technology that gives field sales teams instant, mobile-first visibility into real-time revenue data, performance against targets, and pipeline health — by connecting directly to ERP and accounting systems rather than relying on manual CRM data entry.
Revenue Discovery identifies the gap between what customer accounts currently spend and what they could spend, surfacing hidden revenue opportunities that traditional sales tools miss. The methodology is built on the insight that most field sales territories contain 20-30% more revenue potential than reps are currently capturing — revenue that's invisible in CRM because it was never entered.
Unlike CRM, which tracks what happened, Revenue Discovery shows what should happen next. Unlike Revenue Intelligence, which analyses sales conversations, Revenue Discovery analyses transaction data to find untapped potential in existing accounts.
Related: What is Revenue Discovery?
Term code: RD-002
The real-time intelligence layer that Revenue Discovery provides to field sales reps and managers while they're in the field — between appointments, in the car park, on the road.
Field Revenue Intelligence differs from traditional business intelligence in three ways: it's mobile-first (designed for phones, not dashboards), it's contextual (showing what matters for the next account visit, not everything at once), and it's actionable (recommending what to do, not just displaying charts).
Components of Field Revenue Intelligence include account gap data, territory performance against targets, customer spend trends, product-level insights, and AI-powered visit recommendations. The intelligence is updated continuously from ERP data, so reps always see current information — not last month's snapshot.
Term code: RD-003
An AI-powered capability within a Revenue Discovery platform that enables field sales reps to instantly assess the revenue potential of any business they encounter in the field.
Revenue Scanner uses image recognition and AI analysis to help reps qualify leads and estimate revenue potential from visual information — a storefront, a truck, a logo, a construction site. The rep points their phone camera, and the system returns intelligence: who the business is, what they spend (if they're an existing customer), estimated potential, ICP fit, and recommended next steps.
Revenue Scanner transforms passive windshield time into active prospecting. Instead of driving past opportunities, reps can identify and qualify them in seconds.
Term code: RD-004
The difference between what a customer account currently spends and what it could spend, based on benchmarking against similar accounts, historical purchase patterns, and product-level analysis.
Account Revenue Gap is the core metric of Revenue Discovery. It answers the question every sales manager asks but can't answer with CRM alone: "How much more could this account be spending with us?"
A revenue gap is calculated by comparing an account's actual spend against its potential — determined by factors including industry benchmarks, peer account comparison, product category penetration, and historical ordering patterns. For example, if a building materials customer spends $50,000 annually but similar accounts average $120,000, the Account Revenue Gap is $70,000.
Revenue gaps exist across three dimensions:
Making these gaps visible at the account level transforms sales conversations from "What do you need today?" to "Here's what you might be missing."
Term code: RD-005
The combination of real-time data, AI-driven recommendations, and contextual awareness that enables field sales reps to make better decisions in the moment — while standing in a customer's warehouse, sitting in a car park, or driving between appointments.
Field Intelligence goes beyond static reports and dashboards. It includes:
Field Intelligence is what makes the difference between a rep who follows a route and a rep who follows the revenue. It replaces gut feel with data — without requiring the rep to sit down at a desk to access it.
Last updated: April 11, 2026
These terms are part of the Revenue Discovery framework developed by Numerik. For a comprehensive overview, see What is Revenue Discovery?.
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