Customer Mapping Software
Customer mapping software helps to streamline strategic business planning. It enables you to plot client locations onto a visual map and then align your resources accordingly. Mapping customers can help you to identify areas of opportunity for revenue and growth. It’s also ideal for planning sales visits, service calls, or optimal delivery routes. In this article, we explore how mapping software can be used and the ways in which businesses can benefit from it.
What Is Customer Mapping?
Customer mapping is the process of locating your existing and potential clients on a geographical map. It involves pinpointing exactly where they are physically located in order to build up an overall picture of your market. In the past, small companies could sometimes manage this with a printed wall map and basic drawing pins but those days are now long gone. Some small businesses that only operate locally may be able to get by with this method. But medium-sized organizations, large enterprises, and small businesses that operate across a larger area now need to use software. It’s the most efficient way to visualize customer data so that analysis and action flow easily.
How Can Mapping Help Businesses?
Customer mapping can be leveraged in a number of ways. It’s a powerful tool for senior managers and field-based employees alike. Let’s explore some of the uses that mapping facilitates within an organization.
Strategic planning is vital to a company’s success. Without well-defined objectives, strategies, and tactics, a business will struggle to perform and likely miss its revenue goals. Understanding the market is crucial to planning since it informs almost every decision a company makes. Who should product marketing campaigns be targeted towards? Where should sales reps be based? What’s the most efficient setup for logistical operations? Having strong knowledge of your market makes it easy to answer these questions and develop business plans that will generate the best results.
Customer mapping is an essential part of the strategic planning process. Identifying where your existing and potential clients are located enables you to target them more effectively. Customer maps can be used to inform business strategy and new initiatives. They can be used to justify new sales team hires, more resources, or a reallocation of current assets.
In addition to improving the business planning process, mapping software tools also make it much easier too. Customer data can be pulled directly from your sales CRM so there’s no need to manually plot each location or drag and drop information. Using an integrated mapping tool solution means you have one single source of truth and avoids synching errors or dedupe issues. It also means that you aren’t limited to creating maps that simply show address or zip code information. Mapping can be based on almost any aspect of your contact data set such as the products they buy, purchase frequency, demographic data, or average revenue value. This allows you to create maps that show where your most profitable clients are located or those that are likely to buy a specific type of product. Plus, you can customize and color-code elements so that the maps are visually appealing and easy to interpret. This provides powerful insights when it comes to strategic business planning yet can all be generated with the simple click of a button.
Territory management can make or break sales revenue. Get it right and you’ll maximize your customer purchases using the optimal number of reps. But get it wrong and your business will leave a lot of money on the table (which your competitors will gladly snap up). Aligning sales rep territories with the spread of customers isn’t an easy task. But territory mapping software takes the hassle and complexity out of the entire process so that you can concentrate on generating revenue.
Some businesses manage their territories through trial and error. They recruit reps in key locations and hope that they’ll generate sales. But a more effective approach is to build your territory map around customer sites. This ensures that you have the perfect allocation of sales resources to meet client demand. It also helps to avoid situations where there isn’t enough revenue potential to justify a dedicated sales rep. Your staffing level will be optimized and productivity maximized so that sales operate at their highest efficiency.
Customer Visit Scheduling
Mapping data is also a powerful technique for maximizing customer visits and optimizing staff schedules. By plotting clients onto a map, it’s easy to identify location clusters where you can conduct multiple meetings in one day. This helps salespeople, engineers, and delivery drivers to service a larger volume of customers in a shorter time frame. It’s an easy way to build and maintain strong client relationships and excellent service levels.
In addition to the customer engagement benefits, map-based scheduling also improves employee productivity too. Employees can make more visits in less time which means you’re getting the best output from your staff resources. Sales and customer service managers can use it to allocate tasks and divide visits fairly. It also enables your team members to fill dead time when it crops up. If a customer cancels a meeting and a rep is unexpectedly free, then they can use software to make effective use of the time. CRM-connected software makes it easy to check which other clients are located in the area so that they can drop-in for a chat and nurture the business relationship. This helps them avoid wasted time while sowing the seeds for future sales too. Whether it’s for sales meetings, on-site technical support, or product deliveries, scheduling improves productivity.
Journey Mapping and Delivery Route Planning
Mapping customers is crucial for journey mapping and delivery route planning. It’s fundamental to identify customer locations so that drivers can deliver products to the correct client. But software takes things a step further by calculating the most efficient routes between point A and point B. For companies that conduct multi-stop deliveries, optimal travel routing is key to saving time and maximizing efficiency. Software takes into account a range of other variables that basic tools like Google Maps don’t factor in. Delivery truck routing software can plot multiple locations and then find the quickest and most fuel-efficient route based on historical traffic volumes at any given time of day. This allows drivers to travel quickly between sites and service more customers in a fixed time frame.
For anyone who runs a business online, it’s vital to keep costs down in order to maximize profits. As retail prices decrease and margins are squeezed, it’s more important than ever to save in operational areas like delivery. Optimizing route planning not only saves manpower costs but reduces the outlay for fuel and costs caused by vehicle wear and tear. If you have narrow time windows in which to make deliveries, then route optimization helps you to operate smoothly within these fixed parameters. It can also provide detailed journey analytics and location intelligence in real time to help you identify opportunities for further improvement.
Customer Mapping Software Benefits
Using customer mapping software offers a number of practical benefits. These advantages include:
Improves efficiency - by increasing valuable face-to-face customer time and reducing both administration and travel time.
Reduces costs - by lowering fuel expenditure, vehicle wear and tear, and wasted staff resources.
Saves time - by enabling better schedule planning for meetings, visits, and deliveries.
Streamlines planning - by pulling customer data directly from your Salesforce.com CRM into visual, color-coded reports that can be interpreted easily.
Aids analysis and interpretation - management software makes visualizing sales and service data quick and easy.
Boosts results - by supporting strategic planning and more informed decision making so that business objectives are achieved more effectively and sales performance is improved.
Each of these business benefits is valuable in its own right. But when taken together, the effects are compounded and deliver a huge upside in terms of revenue and profitability.
What Types of Business Can Use It?
Business mapping can benefit many types of organization. Whether you run an online business or have a bricks and mortar set up, you’ll find that mapping offers distinct advantages. Some of the companies that can get the greatest value from it include:
Organizations that want to improve and streamline their strategic planning
Those that want to better understand their market or potential areas for expansion
Companies with field sales organizations or those looking to set one up
Businesses that visit customers at their locations for meetings, service calls, or deliveries
Small, medium, and large enterprises that use Salesforce.com as their CRM and want a mapping solution that integrates smoothly
Mapping customer data is a powerful tool in your business arsenal. It allows you to better understand your market and informs planning at a strategic level. It enables you to build effective sales territories that are aligned with client locations. Mapping can also help you to optimize visit scheduling so that time is spent more productively and customers receive the best possible service. It’s also fundamental for businesses that make deliveries and need to operate as efficiently as possible.
Ultimately, mapping customers is one way to boost your business results. It can increase sales revenue, improves productivity, and decreases costs so that overall profitability is enhanced. The right software also allows you to map business resources like sales reps or transport vehicles so that you optimize your most valuable assets. It’s a simple yet effective solution that’ll make a meaningful difference to your bottom line. Get in touch with us to learn how MapAnything can help.
Best Mapping Software for Businesses of All Sizes
With over 2,100 customers and over 150+ employees worldwide, MapAnything helps clients increase revenue, drive productivity, gain better territory visibility, and deepen customer loyalty. Our Location of Things (LoT) software is built for one simple task - empowering your enterprise to maximize revenue capture, maximize the number of happy customers you serve, and maximize leads generated to accurately attribute ROI. We do this all in the CRM workflow to help clients streamline operations, automate their business process, and increase overall accuracy and adoption.
MapAnything makes field teams more effective, efficient, and profitable. MapAnything allows you to perform vital Salesforce® tasks from the map - log calls, update records, create new tasks and events, and add thousands of contacts to a marketing campaign with one click. Schedule and optimize an entire week in MapAnything to spend less time planning, and more time selling.
MapAnything brings your CRM data to life and ensures field teams are operating at maximum efficiency. When every meeting is a new opportunity to produce revenue, field teams need the right tools in their arsenal to spend more time with customers and less time planning routes or performing administrative tasks. Our sales mapping software arms field reps with the information they need to perform productively and generate more revenue for your business.
Interested in trying it out for yourself? Request a demo here.