Visualize Your Enterprise: Third, what is the optimal way to see customers?
This is the third 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.
You’ve made it to question 3! That means you’re three steps closer to Visualizing Your Enterprise, to drive business growth.
In today’s post we ask “What is the optimal way to see customers,” the third in a series of five crucial questions all sales and service leaders should ask themselves to drive revenues and improve the bottom line. If you’re just joining us, we invite you take a look at our earlier posts in this series, Visualize Your Enterprise: Answering the Five Essential Questions That Drive Business Growth, Visualize Your Enterprise: First up, determining how many field reps do you need? and Visualize Your Enterprise Question 2: Where do my field reps need to be?
It’s no secret that highly-optimized routing can save thousands in field sales and service costs. But sometimes, figuring out how to achieve that fine tuned routing is a mystery to even the most savvy business leaders. New advances in Location of Things technology, can provide answers to the question “ What is the optimal way to see customers?” More than simple geo-location or route optimization software, Location of Things (LoT ) technology combines geo-location services with Salesforce so reps can prioritize customer visits, optimize travel between meetings, and easily update CRM with essential information. By leveraging LoT, sales and service teams can find answers to their most pressing questions, to gain clarity and direction they crave, solving the routing mystery.
How? Salesforce and telematics data can be integrated within LoT platforms such as MapAnything. This integrated customer and field information is made more useful when displayed on a map-based interface within an LoT mobile app, giving the ability to visualize the location of customers and prospects is a breakthrough for sales and service leaders. It also makes the job of selling easier for field reps. Fleet managers are able to allocate and track field vehicles efficiently, saving money and improving the bottom line. Location of Things helps uncover answers that will help teams follow these best practices:
- See more customers in a shorter time: Prioritize by customer need and driving efficiency. Field teams that use route-planning software see an average of 13% increase in stops per vehicle per day.
- Take control of your time: Build a customer-optimized plan with geo-productive route planning and scheduling. Traffic congestion costs drivers $27 billion annually in lost time and fuel, and overall traffic congestion is expected to cost around $192 billion nationwide by 2020.
- Be weather wise: Consider weather in route planning. The NHTSA reports that every year, companies lose around 32.6 billion hours due to weather-related congestion, and the cost of weather-related delays ranges from $2.2 billion to $3.5 billion annually.
- Banish late appointments: No customer has time for that. A poll of over 500 B2B customers shows that 55% of customers would stop using a company’s products after two or three late deliveries.
To learn more about these benefits, and to uncover the remaining two questions necessary to help turn sales and service teams into lean, mean, revenue generating machines, 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 four, “Which customers have my reps actually seen?” coming up soon.
By: Aubrey Resech
Digital Marketing Manager at MapAnything
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