Map My Customers

Discover the five keys to maximizing your team's revenue potential. Todd Caponi joins our podcast and breaks down his "Five Fs Framework" to maximize revenue. Learn how Focus, Field, Fundamentals, Forecast, and (believe it or not) Fun affects your team's ability to close deals more quickly. Discover how to cultivate a culture that drives performance and makes your team want to show up every day. Listen to the full conversation on the Field Sales Leadership Guide podcast! (Link in comments)

Would you rather spend a day every week updating your notes in Salesforce, or have a CRM that actually helps you close deals and find new opportunities in the field? 🤔 Unlike other CRMs, our platform is built specifically for outside sales teams – the reps who live in the field, traveling to customers, building relationships, and driving revenue. Watch our new video and discover how Map My Customers can transform your sales process by turning your customer data into actionable maps, routes, and territories, instead of text-heavy tables and lists. 📈 Visit our website and see why companies using Map My Customers see their reps making more customer visits and driving over $50,000 each in additional sales! 💼💰 #MapMyCustomers #FieldSales #FieldSalesCRM

🚨 Have you heard? 🚨 There's only one month left until our Field Sales Leadership Meetup at Fenway Park on June 5th! Here’s what we’ve lined up for this invite-only, free event: - 🍴 Complimentary networking lunch & early access to Fenway Park. - 📊 An insightful presentation & discussion on mastering territory management. - ⚾ Enjoy an afternoon at the ballpark With only 30 days to go, spots are filling fast. This is your chance to network with top field sales leaders in one of the most iconic sports venues. 👉 Request your invite today (link in the comments) and join us for an unforgettable day of learning, networking, and baseball! #FieldSales #FenwayPark #NetworkingEvent #SalesLeaders #MapMyCustomers #Countdown #OutsideSales

Nearly every sales leader we talk to falls in one of two camps: 1️⃣ They have a CRM... and their field reps hate it. 2️⃣ They don't have a CRM... but they recognize the importance of getting data into a system The approach to solving each problem is a little different, but the solution is the same. You need a system made for the end user first - in this case, your outside sales reps. If you're in camp 1️⃣, you'll need a system that natively integrates into your current CRM. Native integrations ensure your team isn't doing double data entry: a death knell for CRM adoption. If you're in camp 2️⃣, you can consider an entire CRM made for outside sales teams first. Integrations with your systems should still be top of mind though. From both outside research and internal experience, we know a few things outweigh others when it comes to a successful CRM deployment: 👉 Platform ease of use 👉 Manager buy-in and support 👉 Integrations We're talking how to overcome CRM challenges at tomorrow's Workshop Wednesday. 🔗 in comments 👇

The metrics and measurement methodology dictate how your sales team performs. Duh. But, while this may seem like common sense: sales teams perform to the metrics they're measured against... ... When was the last time you revisited those metrics and the way you measure them? For outside sales teams, what we see is: 👉 Sales team is measured on sales... and nothing else 👉 So, sales team optimizes their activities for sales. And those sales are most likely to come from the customers who are already buying from you. Meaning: if that sales goal isn't very aggressive (it often isn't) Or, the compensation model rewards sales from any source... Then the sales team will keep doing what they've been doing to hit the sales number: seeing current customers who they have well-established relationships with. Now, if you make it easier for reps to surface net new business in their territory AND reward that behavior, then the sales team optimizes for the new goal. This means investing in tools made for outside sales teams. #outsidesales #fieldsales #salesleadership #crmsoftware #salesenablement

Your best outside sales coaching tool could be... your CRM?? You bet! When used correctly, a CRM can be used to pull: - Account notes - Recent activities - Deal progression - Sales plans And more, ahead of a 1:1 with your reps. From there, you can encourage reps to keep doing the activities that matter and having the conversations that push deals along. Rather than the typical "temperature check" 1:1. You know what we're talking about. Manager: "So, how's that deal with XYZ Auto moving along." Rep: "Good! Just popped in there last week to check in with the owner." Manager: "Okay, let's check in on that again next week." Versus Manager: "I see you stopped in with XYZ Auto this week, but you didn't stick to your call plan talking points. Let's talk through some ways we can push this deal more effectively." With the right CRM: one that's easy to use and valuable for the rep first, you can have better coaching conversations with your reps. #outsidesales #fieldsales #crmsoftware #salesleadership

"I don't need to track every activity my reps are doing. That's crazy." You're right, you don't. But then don't also expect your team to perform at their best. Joe McDonald, VP at Jasper Engines and Transmissions, explains why tracking individual rep activity matters. Maybe you have a rep who's hitting quota month-over-month. Great. Nothing to worry about. Right? But, you also notice their accounts just aren't growing. Without the right activity metrics in place, you can't diagnose why. Joe knows. Because Joe measures the sales activity data that matters. Be like Joe. #outsidesales #fieldsales #salesleadership #crmsoftware

Here are 7 things you should look for in a CRM used by an outside sales team. And, no surprise, it's going to be *very* different from other advice you've seen. 1️⃣ Mobile-first platform This is non-negotiable. Your boots on the ground reps need a system that’s built into their day. And the only way to do this is to have a mobile app. Whether your sales team relies on iPhones, Androids, iPads or tablets, the CRM should work seamlessly on any mobile device and with your sales workflows. 2️⃣ Customer relationship guidance Make it easy for your reps to know who to see and when to see them. Sounds simple, but the backend requirements for this are somewhat complex. If you need full customer lifecycle maintenance and automation, you'll need a mobile-first CRM that can handle four record types: - People - Companies - Deals - Activities 3️⃣ Lead generation Managing customers already in your CRM is one thing. Having a CRM that also generates new leads is critical. Especially if your reps own a territory and are responsible for a combination of maintaining current customer relationships and hunting for new business. 4️⃣ Mapping and routing if your CRM is made for outside sales, each account shows up as a different pin color or shape on your map. You can then prioritize these accounts using filters or colors. From there, you have your seven stops for the day. All in less than a few minutes. 5️⃣ Native integrations Having a CRM is great. Having a CRM that integrates with your internal tech stack is even better. Having a CRM that natively integrates with your internal tech stack is gold standard. 6️⃣ Simplified onboarding Outside sales teams need something simpler. This means finding a CRM provider who can partner with you throughout the onboarding process. While uncommon, it is possible to find a CRM partner who handles the onboarding, data implementation and ongoing support process with you and the internal team. Onboarding is also not something to be taken lightly. It is the foundation for CRM implementation success. 7️⃣ Ongoing support Outside sales teams are often scattered across counties, states or even countries. So, support must be both asynchronous and available when you and your reps need it. The question a CRM provider should answer is: "How do I know you’ll take care of us once we sign on the dotted line?” What would you add? #crmsolutions #outsidesales #fieldsales #salesleadership #crmsoftware

When it comes to implementing a CRM (or really any new tech), at least half our customers are once bitten, twice shy. They tried to implement a standard CRM and: 🔷 Their outside sales team flat out rejected it. 🔷 Or, hey used it for a couple months and stopped. 🔷 Or, the data they do enter is done on an office day or at the end of the quarter - and therefore, FAR from accurate. 🔷 Or, it was a top-down initiative with little buy-in from the sales team There are many ways to be successful with a CRM rollout, but none are as successful as: 1. Mandating use 2. Having a sales process It's a tough pill for many sales leaders to swallow. But a CRM rollout is not a failure of the technology. It's a failure of process and proper change management. #crmsolutions #outsidesales #fieldsales #salesprocess

Measure what matters. It's a great motto, but hard to get started. Because it might be difficult, when you're getting a new sales program off the ground, to decide on the metrics that matter. For Joe McDonald at Jasper Engines & Transmissions, it's how many "good" calls his reps have with customers or prospects. And what defines a "good" call? 👉 Face-to-face 👉 With a decision maker 👉 Did you execute your call plan 👉 What did you discuss And all this is recorded in their CRM - Map My Customers. #crmsolutions #salesleadership #outsidesales #fieldsales #automotiveaftermarket