Did you know sales reps spend only 34% of their time selling?
That’s because they spend most of their time on administrative tasks like manual sales route planning, keeping track of where leads are in the pipeline, and when to follow up with prospects.
Obviously, that’s not an efficient way to work.
Thankfully, there’s a solution that will save both field reps and managers a lot of time and effort: CRM mapping software.
CRM mapping software.
What is CRM Mapping?
CRM mapping is the act of analyzing sales territories based on the data inside one’s CRM software. It helps field reps see where your customers and leads are physically located on a digital map, which makes route planning much easier.
CRM mapping makes it easier for field sales teams to spot trends, too. This is because data represented on a geographic map gives reps access to more actionable data, allowing them to get the most out of their territories.
What is CRM Mapping Software?
CRM mapping software helps sales reps fully capitalize on their customer relationship management solution by representing prospects and customers on a geographical map.
Once you start using this kind of tool, you’ll be able to easily see where your prospects and customers are located, where each is in your company’s sales pipeline, and how much revenue they represent for your organization.
11 Benefits Of CRM Mapping Software For Sales Teams
Visualize Customers On A Map
CRM mapping software lets reps see customer locations on a digital map, so they can plan more efficient routes between them. (More on this below.) And when filter data points by lead and/or customer — such as pipeline stage or buying habits — they can close deals more consistently.
Visualization helps sales managers, too. A quick look tells you which sales territories perform best and which are underserved. You can then adjust your strategy based on this information.
Distinguish between leads, opportunities and customers
CRM mapping software like SPOTIO makes it easy for reps to distinguish leads from opportunities and customers. How? Every lead, opportunity, and customer in your pipeline can be color-coded to reflect their pipeline stage.
You could, for example, make leads yellow, opportunities green, and customers red. Then, when reps look at your CRM map, they’ll be able to tell which prospects deserve their immediate attention. This is especially helpful if/when your pipeline contains hundreds of prospects. Reps won’t have to waste time manually sorting through them.
Map more efficient sales routes
You manage an outside sales team, which means sales routes, i.e. the path your reps take from one prospect to the next, are extremely important.
The more efficient your reps’ routes are, the more prospects they can meet with on a daily basis. And the more prospects they meet with, the more opportunities they’ll have to close deals and boost revenue for your company.
CRM mapping software makes it super easy to plan efficient sales routes.
Reps will be able to see exactly where their prospects are located on a digital map. They’ll also be able to see which prospects are the closest to making a purchase, as described above. With this information in hand, they can plan direct sales routes from one red-hot lead to another, without wasting valuable time.
But it gets better. Tools like SPOTIO will plan efficient routes for your reps and automatically track their mileage, turning them into productivity superheroes.
Improve territory management
As a sales manager, territory management is an essential part of your job. CRM mapping software helps you manage territories more efficiently.
Once you can see all of your territories on a digital map, the customers inside each territory, and the sales rep the territory has been assigned to — in one quick glance — you’ll have all of the information you need to properly manage your sales team.
You may find that one territory is bursting with potential customers and decide to split it into two territories so multiple reps can work the area. Or you may see that the rep you assigned to a territory is underperforming, which could mean they need additional training.
We should mention that tools like SPOTIO make it easier to create territories, too.
Quickly create new territories by drawing on a map, or by using geographic boundaries like state, county, city, and ZIP Codes. Then quickly assign the territories to the most qualified sales rep on your team.
Automate sales activity capture
SPOTIO automatically captures sales activities so sales managers always know what reps are up to in the field. This feature benefits sales reps, too, because they won’t have to manually enter this kind of data into your CRM.
Knowing where your prospects are in the sales pipeline is only half the battle. Your reps then need to act on this information by making calls, sending emails and texts, or visiting potential customers in person.
Identify existing customers
As stated throughout this article, CRM mapping software will show you where your current customers are, not just the red-hot prospects you’re trying to convert.
Why is this important? Here are a couple of reasons why…
- Current customers are easier to sell to. They’ve already bought one or more of your company’s products. They might be willing to buy your new offering, too. You reps just have to contact them and explain its benefits.
- Current customers provide social proof. Imagine how many more sales you’ll make when your reps can say, “Your neighbor, Company ABC, just purchased from us and they’ve been able to accomplish XYZ.” This bit of social proof will give customers the confidence they need to buy from you.
As you can see, knowing where your existing customers are is super valuable. Fortunately, CRM mapping software like SPOTIO will give you these details..
Spot Trends And New Opportunities In Real Time
As long as your CRM is up to date, you’ll be able to see the information it contains via your digital map, making it easy to spot trends and new opportunities in real time.
For example, you may find that one territory, in particular, has been generating a lot of sales lately. To capitalize on this opportunity, you might assign a second rep to the area, doubling your chances to close deals.
When you know exactly what’s happening and where, you can make smarter decisions that result in more sales.
Use Google Business Profiles To Prospect Smarter And Faster
SPOTIO seamlessly integrates with Google Business Profiles so reps can see the best prospects in their territory within seconds and streamline lead generation.
Let’s say, for example, that restaurants are your target prospects.
With SPOTIO, your reps can do a simple search and see all of the restaurants in their assigned territory. They can also see contact information, business hours, and other details for each establishment. Finally, they can use the route mapping tools inside SPOTIO to plan their visits to each restaurant.
Move Sales Prospects From The Map Into The Pipeline
When your CRM includes mapping capabilities you can move seamlessly between the map of prospects and leads to the integrated sales pipeline.
So, when an outside sales team rep contacts a new lead, for example, they can easily assign them a color-coded status that later appears directly on the map. Later, reps can also attach new events to their prospects, whether it’s an upcoming meeting or an email they need to send with proposals or information. That new event automatically syncs to the rep’s Google Calendar.
Stop Leads From Falling Through The Cracks
It’s easy to forget about leads when you’re constantly on the go. CRM mapping software keeps leads from falling through the cracks by reminding reps which ones are on their current route, and storing all of the important information in one place.
Imagine that one of your reps spoke to a lead, but they weren’t interested in your company’s product at the time. You can set this lead’s status to “Not Interested.” The rep will then receive a reminder to re-engage with them in a few months.
Also, because all leads stay on the map, sales reps can visit disengaged leads or opportunities that have failed to move through the pipeline. And with lead and customer data in one place, you won’t have to switch between multiple tools to find information.
Work With Your Existing Systems
The best CRM mapping software integrates seamlessly with the tools that you and your sales team are already using. That means you won’t have to invest in new mapping software and a new CRM.
We should mention that CRM mapping software can integrate with other tools, too, like Google Calendar, Dropbox, DocuSign, etc. In fact, using Zapier integrations, you can connect CRM mapping software to over 2,000 different tools.
Hit Bigger Numbers With SPOTIO
A CRM mapping solution helps outside sales teams work more efficiently and close more deals. It gives sales managers greater oversight over reps and helps identify bottlenecks in the sales pipeline.
When it comes to sales mapping software, you can’t go wrong with SPOTIO.
SPOTIO is specifically for outside sales teams. As such, it’s loaded with features you and your reps actually need, including technology for planning routes.
SPOTIO is ranked #1 in the Field Sales category, and was a 2023 G2 Best Software Winner. Sign up for a free demo today to see what all the hype is about.
