As a sales manager, you know that the more prospects your outside sales reps visit, the more deals can be closed. It all comes down to time equaling money. Your team must be spending as much time as they can out of the workday actually selling. But, when you are dealing with multiple reps and multiple territories, it can become tough to make sure that is happening as effectively as possible.
This is where optimized sales territory mapping software comes in. With the abundance of automation tools available to us in the sales industry today, if you are still relying solely on Google Maps as your go-to it is time to step up your territory management game. It can be done a lot easier than you think, save you and your team time, and get your reps in front of more prospects where it matters most. This equals a happier team overall and means an increase in the company’s bottom line.
In this article, we’ll break down exactly why you should be using effective sales territory mapping to optimize success. As well as what the top options are for sales territory mapping software. Let’s take a look.
Why You Should Be Utilizing Sales Territory Mapping (And Not Just Google Maps)
For a long time, Google Maps was the preferred choice for mapping out sales reps’ territories. You could rely on the geographical data to draw out territories distinctly for each rep to cover. But in today’s sales environment, solely relying on Google Maps has become the “old school” method and leaves too much room for error. These errors could potentially end up costing you money in the long run versus investing in an effective territory mapping software.
By using Google Maps as your only tool, you are forced to rely only on geographical data for the territories you want to assign. If you are trying to maximize your sales team’s efficiency and increase revenue this can be problematic for several reasons.
One of the biggest issues is the fact that you can’t pull demographic info of a specific territory from Google Maps to quickly give your reps. Without this information, there is no way to know if the prospects within that territory fit your company’s target profile or demographic. Would businesses or people in that territory even have an interest in your product or service? By relying just on information from Google Maps, you are essentially sending your reps in blind and possibly wasting a lot of time on “prospects” that have very little chance of buying.
Source: Google Maps
Another problem with relying on Google Maps is that there is no way to know exactly how many businesses or prospects are located within a specific territory. Then, there’s no way to balance how many prospects are assigned to each rep per territory and the route planning will be far from optimized.
You may have two reps with the same geographically-sized territories and one rep ends up with an area that has 100 prospects and the other gets half that number. That will quickly end with inefficient time management from sales reps, fewer sales overall, and sales reps that might not feel they have any reason to stay around if they keep getting fewer commissions than others.
Also, with Google Maps, creating specific routes is time-consuming and limiting. Routes have to be determined manually and only a single route can be plotted and completed at a time. This creates even more administrative work for your reps and takes them away from what matters most: selling. A study by Salesforce showed that reps spend 64% of their time on admin and routine tasks. That’s only 36% left for actually selling. By implementing some automation tools, especially within territory management, just shifting those numbers even slightly in more favor of actually selling will do wonders for the bottom line.
By using a sales territory mapping software that takes the guessing game out of optimized selling, you can ensure that:
- your reps are selling to the prospects that have a higher chance of converting with the availability of demographic data in an instant
- there is a much less chance of great opportunities falling through the cracks
- existing customers within territories are utilized for referrals and upsells
- your reps won’t be crossing into each other’s territories
- the territories are balanced for maximum efficiency and opportunity
- your reps are visiting more prospects and reducing windshield time while doing it
Sales Territory Mapping Software: Top Options
Map My Customers
Map My Customers is an industry-leading all-in-one visual sales territory management, automation, and data visualization software built specifically for outside sales reps. One of the things that set Map My Customers apart from other platforms is its robust mobile app that syncs with the desktop version.
Our software truly empowers sales reps on the go with real-time data, route optimization, auto check-ins, and color-coded territory mapping based on spatial filtering. The flexible geo-filters allow you as a sales manager to filter data according to groups or tiers of prospects, distance, and every other field in your CRM. You can also easily see which accounts are overdue to be seen and which ones are driving the most revenue.
You can also quickly fill in gaps or cancellations in their schedules by finding other prospects in the vicinity with just a few clicks. Channeling more great prospects into your sales funnel.
Map My Customers saves you valuable time while creating and assigning territories and saves your sales reps an average of 30% in windshield time by optimizing routes for the shortest drive between target prospects. This significantly increases efficiency, profitability, accountability, and the number of deals closed.
Source: Map My Customers
Another territory mapping software available for field sales reps is Maptive. Once you assign your team their respective territories, your reps can utilize built-in directions tools to calculate the most efficient route between each of the prospects planned for a day. The territory map you created will tell them which prospects they’ll be responsible for in the area and then the route can be quickly optimized within the software to save time.
You and your reps can also create and save routes which helps to cut down on time spent on administrative work in the office and gets them out selling faster. There are a lot of collaboration abilities within Maptive. Your reps can edit the territory maps as well so they can add their customer insights. If a new lead that falls within their sales territory is identified, they can add it to their map. If the new prospect falls in a teammate’s territory, they can easily pass it along or add it to their teammate’s map.
In Maptive, you can also group geographical areas by worth. The tool can tell you and your reps where the higher probabilities of a sale are and they can hone in on a single area and increase efficiency. This can be done by inputting information like the average or total sales within a specific area. Then, the software will narrow this information down by using its own data about geographical areas to help you target areas proactively.
Spotio is another territory mapping software than can greatly help increase your sales reps’ accountability and insight. It can log all of your reps’ prospect visits in real-time including the exact date and time, as well as the GPS location. This data provides valuable insight into which areas have a higher number of deals won. It also allows your reps to stay on cadence more accurately and re-engage with prospects who weren’t quite ready to buy at the last meeting.
If a rep is out in the field and you schedule an appointment with a great new prospect that wants to meet right away, Spotio has a built-in calendar and you can add it and sync the meeting to your rep’s calendar and they’ll know exactly where to go. Pitches for prospects can also be stored in its database, saving your team time on prep work and increasing efficiency.
In Spotio, dropped pins on the territory map represent deals that have been won, so your sales reps can get a visual representation of closed deals. As a sales manager, looking at these pins can give you a glimpse of how close your team is to monthly or yearly sales targets.
Many businesses and sales teams utilize Salesforce CRM to maintain all of the important sales data and customer information they need on a day to day basis. What you may not know is that territory management and mapping is also available within Salesforce through their software known as Salesforce Maps.
Within Salesforce Maps, you can quickly and easily define specific territories for each of your reps and ensure that time is being spent where it matters most and to where the best business opportunities lie. You can visually observe sales data on a map-based interface and make location-driven decisions that drive productivity.
This software is great for businesses that operate across state lines or have many prospects within their area. Territories can be divided up by CRM data including geography, new or existing customer, customer revenue, product requirements, or sales type. You can also create optimized routes based on these territories. Reducing windshield time, fuel costs, and ensure timely-arrival to high-value prospects and clients.
Salesforce Maps also allows you and your reps to optimize a full 7-day schedule with prospect visits prioritized based on Einstein® Score, Pardot® Score, or potential revenue. This ensures sufficient time is spent with the most valuable customers and prospects. Easily view the optimized schedule via exchange-based calendars on mobile or desktop devices.
Wrapping It All Up
These are just a few examples of top sales territory mapping software options available. By utilizing an effective territory mapping software, you are almost guaranteeing an increase in revenue for your company. By not relying solely on Google Maps, you can avoid the chance for error and missed opportunities.
Outside sales reps need more than just a map with territory boundary lines on it to truly have the most success. Reps should be armed with demographic data, optimized sales routes, existing customer information, and prospecting capabilities while out in the field. Go with a mapping platform that allows you to automate as much of your territory management and sales process as possible.
Territory mapping software allows you and your team to take a proactive approach and sell smarter and more efficiently.
Want to try Map My Customers and elevate your territory mapping game? We’re here to help. Start your 14-day free trial today and get ahead of your competition.
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