Badger Maps: Make Route Planning for Your Territory a Breeze with Steve Benson, Ep #284
b'We live in a noisy world where it\\u2019s hard to focus. But you can manage your territories better with great territory planning. If you\\u2019re a salesperson in the field every day, proper route planning can be a gamechanger. The right tool not only helps you plan the most efficient route but also helps you prioritize your sales calls in any way you see fit\\u2014annual spend, important relationships, and more. Steve Benson joins Paul in this episode to talk about his revolutionary route planning too, Badger Maps.\\xa0
Outline of This Episode
- [0:46] Territory sales planning: underrated by salespeople?
- [1:27] Sales territory planning can reduce reactive sales activities
- [2:28] The ingredients of the ideal territory sales plan
- [3:54] Attributes and characteristics of a great salesperson
- [5:57] Tools + tactics + strategies to improve sales planning skills
- [8:20] What Badger mapping offers field-based people
- [11:32] Top 3 territory sales planning dos and don\\u2019ts\\xa0
- [14:42] The right tool boosts effectiveness enormously
The ingredients of the ideal territory sales plan
It\\u2019s important to take your actual territory into account when you make a plan for your territory. You want to figure out how to plan your day in a way that hits the most important customers efficiently. You need to be organized and gather data so you can prioritize in the first place.\\xa0
Some people are more organized by nature. Likewise, some people\\u2014and cultures\\u2014have a better grasp of geography than others. Some people can visualize things and use mapping or routing tools. Those that struggle with geography\\u2014and even those that are skilled\\u2014can benefit from tools like Badger Maps.
Paul covered the NE part of England when he first started in sales. His trunk was full of maps and he\\u2019d use 4\\u20135 every single day. At the time, you had to master driving with one hand and navigating with a map in the other. He wished he had access to a tool like Bader Maps. So what can it do for you?
What Badger mapping offers field-based people
Steve was a geography major in college. He, too, used paper maps. But as mapping tools came out, he realized that sales territory planning was a problem that could be solved with technology and mobile devices. Bader Maps combines the ability to connect their customer\\u2019s data (i.e. in their CRM) into a mapping environment. It helps them see their field and determine who to prioritize as a customer (spending can be color-coded, as one example).\\xa0
It shows them where appointments are already set and helps them optimize a route based on priority. The app allows you to map out your sales territory in minutes\\u2014not hours. The algorithm behind building a route is heavy math that can\'t be done in your head. Badger takes mapping a territory, prioritization, and route-planning to a whole new level. It also allows you to change your route on the fly and adjust your day to prioritize high-value customers when necessary.\\xa0
Top 3 territory sales planning dos and don\\u2019ts\\xa0
Steve follows these simple\\u2014yet effective\\u2014when route planning for a sales territory.
- Take the time to get organized.\\xa0
- Leverage tools to be efficient; don\\u2019t design sales territories by hand.
- Enjoy the strategizing. If you\\u2019re in the right headspace it can be fun!\\xa0
- Don\\u2019t do it by hand (using google maps, a calendar, and CRM).\\xa0
- Don\\u2019t blow things off.
- Don\\u2019t strategize alone, keep your team (including management) in the loop. They can help you brainstorm and improve.\\xa0
Listen to the whole episode for more of Steve\\u2019s tricks of the trade.\\xa0
The right tool boosts effectiveness
Steve works with a company with 300 sales reps. Each one of them manages 10 partner relationships with dentists. But many of them were competing for the same dentists. Their data was a mess. So Steve helped them connect Badger with their CRM. They organized their customers, guided them in the right direction, and their sales jumped 15%. They calculated their miles and meetings throughout the process. Their miles decreased 20% and weekly meetings increased 25%. When the whole company uses the product, the results can be astounding.\\xa0
It\\u2019s worth spending your time on route planning for your territory using the right tools. You\\u2019ll drive fewer miles and bump your sales in a meaningful way. Learn more about Badger Maps in this episode of Sales Reinvented!
Resources & People Mentioned
Connect with Steve Benson
Connect With Paul Watts\\xa0
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com