Our last use case looked at how a retail organization was using mapping software to improve their business processes. This time we’re looking at a field sales team in the hospitality industry and how territory mapping helps improve their sales methods.
This month, we’re looking at a field sales firm in a competitive market selling to hotels, restaurants and the hospitality industry. Let’s call them Company X. As a seller of hospitality products, Company X needs to showcase their products at trad shoes and organize marketing events to find prospects. They also have sales reps that travel the country, meeting with potential clients face to face. Location is an important factor in all of these activities, so Company X looked to mapping software to increase sales process efficiency, identify the ideal locations for hosting events, and ensure sales reps are working with the best information. Below are some of the challenges Company X faced before they found eSpatial.
Aligning territories to sales staff
Company X reviewed sales territory performance throughout the year. To speed up the process, they needed to be able to quickly balance sales territories and assign those territories to their sales reps.
Identifying locations for marketing events
Marketing events needed to be in areas with as many potential prospects as possible. Finding the ideal location can be difficult using traditional methods.
Identifying areas for new business
Finding gaps in the market or identifying geographical areas where opportunities haven’t been maximized can lead to growth. However, identifying these insights can be difficult with data-heavy spreadsheets.
Saving time in the field
With sales reps in the field, time is an important resource. Effectively using time can maximize the number of potential clients the sales team can meet in a day.
When Company X came to eSpatial, the customer success team (CS) held a training session with them. CS learned about the challenges facing Company X and showe dthem the mapping solutions that could help. In this case, territory management, radius maps and route optimization were the features Company X found most beneficial. These features were able to help them with the challenges they faced, allowing them to quickly solve their issues and more. Territory mapping helped them quickly align and balance their sales territories based on sales figures and client locations, ensuring each sales rep was responsible for a sales territory without any market gaps. By plotting their prospect locations and using radius maps, the Company X marketing team could quickly identify high-density locations to organize showcases. Route optimization allowed the sales teams to visit more clients and prospects per day by effectively planning journeys through our mapping software, with the added benefit of saving on fuel costs. An overall benefit was that Company X could quickly get a holistic view of their market coverage to see areas that had growth opportunity and analyse the performance individual sales territories.
- Using territory maps, Company X was able to quickly align and balance sales territories for their sales teams, ensuring all sales reps had manageable sales territories. This lead to increased sales and motivation of sales staff.
- Radius maps allowed them to identify hot spots for marketing events. By identifying prospects on a map, it was easy to determine the most opportune locations. These marketing events led to more prospects than previous ones.
- Easy to understand mapping system allowed managers to draw insights and conclusions on the company’s performance.
- Optimized route planning for sales teams ensured more clients were met, while saving on time and fuel.