It starts with technology. Whether you’re using maps and spreadsheets to plan routes manually or optimizing schedules with connected customer data, the right planning tools can help your sales team become more productive.
One approach relies on mapping software to chart the most efficient route from one location to the next. These tools are a fast and easy way to estimate travel times and adjust routes based on traffic or construction delays. They’re also more manual and limited to readily available data points. Sales reps must manually look at sales data and spreadsheets before using the software to chart a course.
Intelligent route planning software goes a step further. It integrates sales data dynamically and automatically plans routes. Then it uses these insights to create a route that considers sales goals and customer data, along with complex schedules, multiple stops, and strict timeframes. The software also helps reps spot new opportunities and avoid problems before they happen by ensuring they always have ready access to relevant customer, market, and territory data.
For example, say a rep is out in the field meeting with a customer. The rep’s team uses intelligent routing software that integrates with the rep’s CRM, so the rep can see that even though this customer is interested in a certain product, they are also due for an upgrade on another product they already use. This data helps the rep decide how to pursue the additional opportunity.
No matter what tools you’re using, every sales team should keep three things in mind when mapping routes.