Sales operations teams have leveraged mapping software to help them make data-backed decisions because it is the more innovative option. Intelligent mapping affects decision-making because it brings sales data and trends to life.
It makes it easier to:
- Analyze sales data and spot trends
- Create multiple scenarios and test your assumptions
- Present findings to leadership teams
- Show key stakeholders data-backed decisions in an easy-to-understand format
- Make changes on the fly, as you use live interactive maps
Analyze your key performance metrics
KPIs come alive with maps. Easily show your sales results and trends, making adjustments on the fly using advanced filters.
See the location of your sales opportunities
Sales reps using a CRM access sales pipeline updates regularly. But something happens when you visualize your sales opportunity pipelines. You gain new insights. It results in better one-to-one coaching for sales managers too.
Visualize your forecasts
Seeing the location of future sales can be transformative. Mapping your sales forecasts highlights geographical trends impossible to unlock in spreadsheets or CRM reports. It can identify new strategic changes.
Visualize sales trends for your team
With maps, you quickly see sales trends at the county, state, and national levels. You can see geographic hotspots for products. You can identify sales territories that are missing out on sales potential. You can see whitespaces.
See your customers' locations
We call them the customer "wow moments"—that moment of truth when a new understanding of customer locations unlocks hidden insights. If we had a dollar for every time, we hear, "wow, I didn't realize we had so many customers in that area". We would be millionaires.
See your prospects' locations
Yes, it is another "wow moment". A popular use case is mapping prospect locations for sales campaigns. Sales managers or ops share prospect maps with reps who build time to call on prospects into their schedules.
See where you close the most sales deals
Closed won deals by location enable sales leaders to explore possible scenarios. Is the sales territory rewarding the rep? Is it due to a sales rep's capabilities? There is so much sales potential that it hides a problem. The area doesn't require much effort to achieve a quota. Is a product or service over or underperforming in an area resulting in variances in conversion rates?
See how your sales structure impacts sales results
Sales structures fluctuate to match resources with sales strategy and potential. Whether launching new products or targeting new account segments, mapping your territory alignments and overlaying datasets brings sales structure to life. And offers fresh insights for realignments.
See the distribution of your reps' workload
We encourage an essential best practice when aligning or designing sales territories to optimize with a workload index.
Workload index is:
Average call duration (or time spent with customers) + Average travel time X Call frequency (the number of times a rep calls on a customer per year)
Workloads should balance across territories and regions to maximize sales effectiveness. A workload index when realigning sales territories is proven to unlock hidden sales potential.