Field reps in manufacturing spend a meaningful part of their work life in a car. The question that rarely gets asked rigorously enough is whether the route they’re driving is the most productive one possible – or whether it’s just the route they’ve always driven.
Salesforce Maps brings geographic optimization to field sales by letting reps build routes using CRM data, ERP data, and external business data simultaneously. You can target customers who haven’t bought in a defined period, add prospective accounts in the area based on SIC or NAICS codes, adjust routes in real time when plans change, and track actual visit activity against what was planned.
For manufacturing companies with territory-based field sales, the productivity improvement is measurable – more stops per day, better targeting, and a clearer picture of what’s actually getting worked in each territory. It’s one of the more underutilized tools in the Salesforce product suite.
If your field sales team is planning routes without geographic optimization, book a call here.