Today’s post is by John Stewart, CEO of MapAnything.
Deals in Q4 traditionally make or break the yearly sales goals. Heading into end-of-year crunch, field sales and service reps must maximize every hour for the greatest return.
As sales teams buckle down and prioritize which deals to pursue, geo-productivity software can help reps focus on the deals that are most likely to close, minimize wasted time behind the windshield, and ensure each customer visit is as productive as possible.
How Does Geo Productivity Software Work?
At MapAnything, we leverage data in Salesforce.com and other sources to help salespeople automatically prioritize customer visits based on deal stage, deal scores, and likelihood of closing. Then, using geo-navigation and sophisticated routing algorithms, we set a schedule for salespeople that not only maximizes customer facetime, but also minimizes time traveling between meetings or downtime due to being stuck in traffic.
Each sales meeting is more productive because the geo-productive rep has seamless access to all account information contained in his or her mobile CRM. Finally, reps can easily update Salesforce with one-click as visits are completed, and account details can be added on-the-go from the map-based smartphone interface.
Act Now to Reach Your End-of-Year Sales Goal!
For field service reps, now is the time to prioritize customer visits and secure end-of year deals before budgets disappear for 2017. The last quarter is also the time that the customer service team must focus on existing customers to find upsell and cross-sell opportunities.
According to the Salesforce State of Sales Report, 2016, reducing customer defection by just 5% can increase profit from 25%-80%. This means that great end-of-year service has the potential to increase revenue, and can also cement relationships as customers are focused on reaching their own end-of-year goals.
With that in mind, here are some quick tips to help you reach your Q4 goals.
- Evaluate how your product or service makes it easier for your customer to achieve their end-of-year goals. Approach them with solutions to their needs.
- Leverage CRM data to prioritize prospects and plan face-to-face visits to drive deals forward, faster. Use geo productivity software to coordinate your face-to-face meetings to maximize your time in winter weather and holiday traffic.
- Analyze industry trends and seasonality to determine the right time to engage your customer or target. Many organizations still have budget to spend before the year ends. In enterprise sales environments, Q4 deals can sometimes close faster as customers focus on use-it-or-lose-it budget constraints.
- Prospect in November and December to build your Q1 sales pipeline. Augment field sales visits with geographically convenient prospecting visits.
You can learn more about geo-productivity software for sales here.