It’s important to take your actual territory into account when you make a plan for your territory. You want to figure out how to plan your day in a way that hits the most important customers efficiently. You need to be organized and gather data so you can prioritize in the first place.
Some people are more organized by nature. Likewise, some people—and cultures—have a better grasp of geography than others. Some people can visualize things and use mapping or routing tools. Those that struggle with geography—and even those that are skilled—can benefit from tools like Badger Maps.
Paul covered the NE part of England when he first started in sales. His trunk was full of maps and he’d use 4–5 every single day. At the time, you had to master driving with one hand and navigating with a map in the other. He wished he had access to a tool like Bader Maps. So what can it do for you?
Steve was a geography major in college. He, too, used paper maps. But as mapping tools came out, he realized that sales territory planning was a problem that could be solved with technology and mobile devices. Bader Maps combines the ability to connect their customer’s data (i.e. in their CRM) into a mapping environment. It helps them see their field and determine who to prioritize as a customer (spending can be color-coded, as one example).
It shows them where appointments are already set and helps them optimize a route based on priority. The app allows you to map out your sales territory in minutes—not hours. The algorithm behind building a route is heavy math that can't be done in your head. Badger takes mapping a territory, prioritization, and route-planning to a whole new level. It also allows you to change your route on the fly and adjust your day to prioritize high-value customers when necessary.
Steve follows these simple—yet effective—when route planning for a sales territory.
Listen to the whole episode for more of Steve’s tricks of the trade.
Steve works with a company with 300 sales reps. Each one of them manages 10 partner relationships with dentists. But many of them were competing for the same dentists. Their data was a mess. So Steve helped them connect Badger with their CRM. They organized their customers, guided them in the right direction, and their sales jumped 15%. They calculated their miles and meetings throughout the process. Their miles decreased 20% and weekly meetings increased 25%. When the whole company uses the product, the results can be astounding.
It’s worth spending your time on route planning for your territory using the right tools. You’ll drive fewer miles and bump your sales in a meaningful way. Learn more about Badger Maps in this episode of Sales Reinvented!
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