Today’s post is by John Stewart, CEO and co-founder of MapAnything. Download his company’s e-book Geo Productivity Software: A New Paradigm for Driving Field Sales Results.
Ask any field sales team about what they spend their time on, and you’ll get a variety of answers that have nothing to do with making the number. Typically, they’re spending time on
- Scheduling sales calls
- Rescheduling cancelled meetings
- Updating CRM
- Reporting on progress
- Travelling between meetings
Yet, last year – in a global survey of 2,300 sales professionals – Harvard Business Review found that 95 percent of sales professionals feel face-to-face meetings are key to long-term customer relationships. What’s more, 89 percent expressed that face-to-face meetings are essential for “sealing the deal.”
However, according to the 2016 Salesforce State of Sales Report, 22 percent of sales reps cite lack of time for face-to-face selling as a hindrance to meeting the number. Finding revenue is a face-to-face activity. So, how do salespeople find more time to be in front of customers?
Top-performing field sales reps are leveraging a new class of software designed to maximize selling time and minimize distractions like reporting, meetings with little potential for revenue, driving between sales calls, and wasting time driving in traffic or bad weather. The solution, Geo Productivity Software (GPS), optimizes field sales activities for results by using data to prioritize activities and minimize distractions.
Geo Productivity Software is integrated with CRM and becomes a natural part of the sales workflow. It uses pipeline data from within CRM to prioritize meetings based on the value of the prospect, the likelihood of closing a deal, and where the prospect is located. It can identify which high-value prospects are geographically close to one another and fill in time gaps with new prospects and leads. With this prioritization, GPS applies sophisticated navigation technology to plan optimal routes between meetings – minimizing travel time.
With Geo Productivity Software, sales reps are able to achieve the following results.
- Drive quota performance and revenue
- Increase productivity with more quality meetings per day
- Define territory plans for maximum revenue performance
- Improve customer loyalty via the right cadence of face-to-face meetings
- Simplify compliance and reporting within CRM
- Automatically update CRM to ensure accuracy and drive productivity with a simple mobile interface for more detailed entries.
With the experience of supporting 1,500 sales organizations – and more than five years of development – my team and I believe that GPS is a truly groundbreaking solution for field sales and service professionals.
GPS is taking hold across sales teams in consumer packaged goods, pharmaceutical and medical sales, financial services, and field service organizations. Any sales professional or leader who must optimize every hour to maximize results – or anyone who cares where revenue is – should pay attention to GPS for enhanced sales performance.
For more information, download this complimentary e-book: Geo Productivity Software: A New Paradigm for Driving Field Sales Results.