See how a Jack, a sales rep, originally plans his sales meetings. Frustrated with the results he was achieving, expressed his concern to Joan, the sales manager. Joan discovers that there is a better way for all her reps to plan their days by clustering their calls.

1. Make Better Prospecting Decisions
A lesson in sales efficiency
Car artwork by Freevector.com

2. Meet Jack
 Jack is a new regional field sales rep that is
trying to be as efficient as possible.
 After looking through the accounts assigned
to him, Jack had to determine who to call for
the day.

3. Good Intentions
 After hours of sorting through
CRM records, Jack narrowed
down the accounts that he felt
would be most worthwhile.
 He set appointments with the
account contacts alphabetically.
 Unfortunately, Jack didn’t realize
how ineffective this plan was.

4. Rat Race
 As Jack was setting his appointments, he didn’t
initially pay attention to the meeting location.
 Jack was just worried about setting the
appointment.
 As the meetings rolled around,
Jack found himself spending
more time in his car than with
clients.

5. Inefficient Planning
 Jack was in his car more than in meetings, because he didn’t
group his meetings by location.
 Instead of meeting 4 clients within the same area, he met
with only 1 or 2 clients on different sides of town.
 This wasted Jack’s time and gas.

6. A Better Way
 After a couple weeks of
doing this and not achieving
desired results, Jack
expressed his frustrations to
Joan, the sales manager.
 Joan sympathized with Jack
and was determined to find
a solution for all of her reps.

7. A Solution Found
 While Joan was searching for
productivity tools she found
CRM SmartMap.
 CRM SmartMap would allow
Jack and the rest of her reps
see on a live map how to
cluster calls and plan their day.

8. A Smart Decision
 In addition, CRM SmartMap would provide
reps with:
 Leverage for face time with more
appointments around their current
location
 Complete, optimized route plans
 Turn-by-turn directions to each account or
contact's location

9. Well Worth the Investment
 With the help of CRM SmartMap, Jack and the rest of Joan’s
reps could more-effectively plan their days; saving time and
money.
 Joan knew that this tool would boost productivity, and it was
a cost that her CFO would easily approve.

10. Lesson Learned
 Jack while new to the company had
recognized an inefficient call
scheduling system.
 As an experience sales manager, Joan
listened to Jack’s concerns and was
able to find a worthwhile solution.
 Now all of Joan’s reps are able to
more-effectively plan their days;
boosting their productivity.

11.  Take Joan’s lead and see
how you can help your reps
cluster their sales calls and
be more productive.
 To discover how CRM
SmartMap can help you,
watch this video on the
solution.

12. InfoGrow has over 27 successful years helping organizations accelerate sales and
achieve sustained growth through strategy, process and business technologies. Our
sales and marketing solutions can improve organizational productivity and boost
results through better, more-informed decision making.
Learn more about InfoGrow and the CRM SmartMap at www.CRMSmartMap.com or
call 330-929-1353.