In simple words, sales route planning refers to the process of the most efficient way to reach from one point to another. By identifying the most effective routes, the sales representatives of a particular field can identify, learn and make fortunes by grabbing various opportunities that come their way. The routes are identified by taking into consideration various factors such as dynamics of the markets, competitor’s reactions and customer perception and engagement.
One of the biggest questions which would come to your mind would be why do you need to do it? As it is evident, sales representatives from across various industries face some major challenges. These challenges include lack of data which ultimately leads to restricted insights of the fields and also hampers timely and data-driven decision making. Another challenge can be the non-availability of tools and ever-changing market situations which causes poor understanding of territories and hence the opportunities are missed.
“People don’t realize how many miles a truck drives a year on the road. – Johnny Napier
Various other issues that the sales representatives face are complex geographies, fluctuating driving conditions, outdated technologies. These challenges pose a threat on maximizing territories as it is quite difficult to make route plans till the time these problems are not eradicated.
However, routing software for trucks helps to tackle these issues efficiently. By making schedules flexible, the sales representatives are able to take advantage of unforeseen changes like sudden appointment requests, fluctuating weather or traffic congestion. Sales route planning is especially required for those companies which are dependent on the “field workforce” and where the chances of uncertainties are higher. Outdated tools and lack of efficient data means that the sales representatives have to rely on manual sales data and have to go through spreadsheets all by themselves to make their own routes. This can be a very tiring and time-wasting job. Moreover, the probability of missed opportunities will also be higher in such cases. That is when sales route planning comes into picture. It integrates all the sales and customer data under one platform so as to create the most efficient routes that can help to address these issues. In this manner, the sales representatives will need to spend less time on low-value, monotonous tasks and focus more on strategic tasks that will ensure customer satisfaction. They will be able to spend more time with the customers which ultimately generates more profits for the business.
How Can You Create and Optimize Your Routes? The first thing that should come to your mind is technology. Everything is about technology these days. No matter whether you use maps or spreadsheets to create your routes, the right and reliable tools can surely help the sales team to become more productive in their work. Mapping software is one of the tools that can help you to find the most efficient route. It is a quick as well as an accurate way of estimating travel time and adjusting routes as per the traffic and weather conditions. Similar is the case with the intelligent truck routing software. However, it goes a step ahead by allowing you to generate insights based on sales goals and customers while keeping in mind various factors such as multiple stops, restricted time frames and complex deliveries. The software also allows them to identify problems before they happen by providing relevant data based on market, territory and customer data.
No matter what tool the sales team, they need to keep in mind three aspects. These are priorities of business, the flexibility level of the solution and the easy accessibility of the sales data. A right sales route planning software will ensure that the sales teams work with maximum efficiency while doing what they actually do- engaging with the customers.
