An average sales rep handles an area covering over 200 customers and over 450 projects. Identifying weekly priorities on customers, leads or projects to target was proving cumbersome, given the multiple platforms and views. Besides, these views weren’t intuitive and lacked analytical capabilities to provide smart recommendations. Reps ended up making circuitous trips and targeting wrong customers. The client wanted a solution that could address these issues and improve ef?ciency.
We developed a map-based solution that integrated with the client’s CRM (SalesForce) to provide sales reps a holistic view of all their customers, leads and projects. Features such as ‘Account prioritization’ helped sales reps differentiate between customers. ‘Churn analytics’ helped proactively identify customers at risk.
The solution also enabled sales reps to divide their territory into zones for better planning and alerted reps of overdue tasks. A routing algorithm ensured that reps.
The map-based solution was able to help sales reps reduce the time spent on weekly planning by 70% and increase targeting of priority accounts by 15%.