Our last use case looked at how a retail organization was using mapping software to improve their business processes. This time were looking at a field sales team in the hospitality industry and how territory mapping helps improve their sales methods.
This month’s case is looking at a field sales firm in a competitive market selling to hotels, restaurants, and the hospitality industry. As a seller of hospitality products, showcasing their products at trade-shows and organizing marketing events is hugely important in gaining prospects. They also have many sales reps that travel throughout the country, meeting with potential clients face to face. With location being an important factor to both of these, using our cloud mapping software has found ways to increase efficiency of the overall sales process, identify the ideal locations for hosting events, ensuring sales reps are working with the best information and covering all gaps in the market. Below are some of the challenges this organization faced before talking to us.
Aligning territories to sales staff
Looking at sales performances throughout the year in different territories, they needed to be able to quickly align and balance sales territories equally and assign those territories to their sales reps, making sure that each sales rep has a balanced territory to work with.
Identifying locations for marketing events
When organizing a marketing event for their products, it’s essential that event is hosted in a location where there are many potential prospects as possible. Identifying that location that ideal location can be a challenge using traditional methods.
Identifying areas for new business
When expanding their business, finding gaps in the market or identifying geographical areas where opportunities have not 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 making use of time is a challenge as only so many clients can be met a day.
After initial training with their staff, our Customer Success team consulted with them on their challenges and walked them through the various mapping solutions available to them. In this particular case, Territory Management, Radius Maps, and Route Optimization were the features they found most beneficial. These features were able to help them with the challenges they faced, giving them quickly solve their issues and more. Territory mapping allowed them to quickly align and balance their sales territories based on sales figures and client locations, ensuring each of their sales reps were responsible for a sales territory without any market gaps. By plotting their prospects locations and using radius maps, their marketing team could quickly identify high density locations to organize showcases. Route optimization allowed their sales teams on the road to visit more clients and prospects a day by effectively planning journeys through our mapping software, with the added benefit of saving on fuel costs. An overall benefit was that the organization could quickly get a holistic view of their market coverage and quickly see areas that had an opportunity for growth and analyse the performance individual sales territories.
- Using Territory Maps, the company was able to quickly align and balance sales territories for their sales teams, ensuring all sales reps had manageable sales territories that they were responsible for on a map. This lead to increased sales and motivation of sales staff.
- Radius maps allowed them to identify hotspots for marketing events. By identifying prospects on a map, it was easy to determine the most opportune locations. These marketing events lead to more prospects than previous ones.
- Easy to understand mapping system to 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.