Your sales fleet is one of the most important parts of your business. They’re the ones who actually go out and meet with your clients. They are the face of your business.
Do you want your clients to think you’re reliable? Do you want them to be loyal to your business? If so, you need to show that you are reliable. You need to prove that your business is worthy of their loyalty.
That means your sales reps can’t be late for their appointments. They must be able to show up when you said they’d show up. Otherwise, your clients will have no reason to trust you. Eventually, they’ll get fed up and abandon you for one of your competitors.
A trip planner with GPS tracking is just what your salespeople need to meet their ETAs and keep your clients happy.
1. Make Your Sales Reps More Productive
A daily routine planner ensures that your salespeople are using the most efficient routes possible. It gives them everything they need to arrive on time consistently.
In addition to helping your reps remain punctual, this will help their performance at meetings. When your rep is late, that puts the client in a bad mood, which can rub off on your rep and put them in a bad mood as well. But when your rep is on time, everyone feels fine.
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Also, when you use the most efficient routes possible, you’ll be able to reduce your gas and vehicle maintenance expenses.
The best route planners come with a territory mapping feature. You can use this feature to split your service area up into different territories and assign a rep or team of reps to each territory. Your reps are sure to be more productive when their sets of stops are closer together.
The best road trip planners also come with a GPS tracking feature, which shows you where your reps are and how fast they’re going in real-time. That way, you can make sure they’re always sticking to their routes and staying on schedule. And when reps know that they’re being watched, they’ll be less likely to speed or drive recklessly.
2. Eliminate Paperwork
To ensure that your salespeople actually meet with your clients, you probably have them carry around logbooks that they can use to document their arrival and departure times, jot down meeting notes, and collect confirmation signatures.
If a rep waits until they get back to the office to fill out their logbook, they might forget about some important details. Another flaw with this system is that a rep could lose their logbook. How would you evaluate their performance then? Would you be willing to take them at their word about what they do while they’re on the clock?
Luckily, a trip planner comes with a geofencing feature that automatically records when your employees arrive at and depart from each client location.
The best routing programs offer an eSignature feature, too. This allows your employees to collect signatures with their mobile devices, making these signatures impossible to lose. A trip planner also has an ‘Add Notes’ feature, so they can write down information while it’s still fresh in their minds.
3. Make Your Organization More Transparent
Rewarding your top-performing sales reps with bonuses and promotions will motivate all of your sales reps to work harder.
But how do you determine who your top performers are? If your workforce doesn’t feel like your evaluations are fair, there won’t be any incentive for them to go the extra mile.
The numbers of prospects that sales reps convert into customers is one measure that can be used to evaluate your team. GPS tracking data gives you the ability to measure additional activity, such as the distance traveled or number of stops made over a given period. That provides you with a more complete understanding of your organization. You’ll know who truly deserves to be rewarded.
Then, you can share the data you used to make your decisions with your sales reps, so they’ll know that you were being objective.
What techniques have you been using to empower your sales fleet? Do you have any questions about this article? Feel free to let us know in the comments section below.
Finally, answering the following questions correctly will confirm that you understand how a trip planner empowers your sales fleet:
- What are the positive outcomes of tracking your sales fleet?
- Why is it important for you to minimize your sales team’s paperwork?
- How can you ensure that your promotion process is fair and objective?
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