Visualize Your Enterprise: Second, is determining where do your field reps need to be?
This is the second blog in our "Visualize Your Enterprise" series, where we'll explore the five key questions that are crucial to effective field sales and service operations.
Earlier in this series, we explained the importance of incorporating Location-of-Things (LoT) technology into your field sales or service organizations, and we presented the first critical question of the five, “How many field reps do I need?” The second question leaders need to ask themselves is, “Where do my field reps need to be?” Let’s look at why this question is important to answer, how location plays into the outcome, and how the answer to this question impacts your business.
Why this question matters: Time is money. This is the motto of the most successful field sales and service executives. Making each hour as productive as possible is essential. Yet, it is one of the biggest challenges field reps face. Time is often wasted traveling to meetings, selling to prospects that are unlikely to close, or chasing deals that are unprofitable. Spending time with customers that represent the greatest value, and who are most-likely-to-close naturally drives productivity.
By using Location of Things technology, field sales and service executives can quickly uncover the answer that question, enabling them to:
- Define more productive territories via location and proximity to customers.
- Prioritize customer visits via real-time Salesforce data so sales teams spend more time with the most valuable customers.
- Automate Salesforce entries to reduce time and increase CRM adoption.
- Automatically find more leads near existing customers to expand the value of each territory.
- Save T&E and mileage costs with route planning that factors in traffic, weather, distance, and meeting priority.
- Automate workflows to track assets.
- Get new sales or field services reps up to speed with faster onboarding.
All of these results collectively lead to the most important end goal: helping field sales and service executives meet with more high-value customers while reducing wasted time, driving productivity, and ultimately driving business growth.
Real World Examples of Real-time Results
After implementing MapAnything to help answer questions about the location of their field teams, Valvoline has:
- Seen a 60% improvement in sales effectiveness
- Experienced a 20% increase in daily calls from 10 to 12
- Maintained a 98% license adoption rate
And Axia, a fiberoptic internet provider, has seen:
- A 92% license adoption rate
- Increased daily sales target on doors knocked from 30 to 50
- Highest daily sales record increase by 16%
To learn more about how you can use Location of Things technology to determine where you field sales and service reps need to be, and to discover the other four questions, we invite you to download our eBook, and the Visualize your Enterprise Infographic. Stay tuned for our next blog in this series, where we’ll explore the importance and implications of question three, “What is the optimal way to see customers?” coming up soon.
By: Aubrey Resech
Digital Marketing Manager at MapAnything
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