Eliminate Waste with the Best Route Planning Software for Sales Teams

Introduction

Ever had one of those mornings where you rush out the door only to realize you forgot to plan your day? As you jump in the car, you’re fumbling with your phone, trying to plan the quickest route to visit prospects, only to realize that your maps app limits you to a handful of destinations- and if you accidentally close it, there goes the entire route.

It’s a common frustration, and it’s the reason the demand for route planning has exploded over the past decade. Commonly known as “sales route planning software” and “route mapping solutions,” these tools were designed specifically to help you avoid the hassle of retracing your steps, dealing with limited map apps, and wasting valuable time, gas, and resources.

But with over 175 options in the marketplace, how do you choose the right intelligent route-planning software?

You may have considered a free route planning tool like MapQuest, which will only store a few stops and require you to enter each destination manually… However, once again, it’s free, unconnected to any other systems, and can be cumbersome. 

You may have also looked at some of the new releases from major sales technology players like Google and Salesforce.

Either way, if you’re in the market, you’ve probably wondered about the differences between paid and free tools…

We’ll discuss that today, but first, let’s examine sales route mapping.

What is Sales Route Planning?

Definition and importance of sales route planning

Sales route planning is all about finding the best way to get from point A to point B without retracing your steps or driving the same route again, whenever possible. A well-defined route plan helps optimize travel paths, reduce costs, and improve sales team productivity and customer engagement.

A simple way to think about designing an efficient route is to compare two shapes: a circle and a star. When you draw a circle, the line moves in one direction and will eventually loop back to the starting point. But with a star, the lines go in multiple directions and cross the same path multiple times. Designing an efficient sales team’s travel routes works in much the same way.

There are several factors to think about, so your teams don’t end up going over the same ground every day:

• Geographical proximity: Group customers close together to minimize travel time.
• Customer locations and preferences: Take into account customer preferences, such as preferred meeting times or locations.
• Traffic conditions: Analyze traffic patterns to avoid rush hour and other congestion.
• Sales team availability: Consider the availability and workload of your sales representatives.
• Sales goals: Align your routes with your team’s sales goals and objectives.

Benefits of optimizing sales routes

Optimizing travel routes for sales is a great way to increase time efficiency by 20-25% which also lowers travel costs. By planning optimal routes, sales representatives can maximize productivity and achieve better outcomes. Let’s look at the impact of this 20% increase on an 8-hour day.

A study by mapmycustomers revealed that the average outside sales representative spent 21 hours driving each week, which translates to just over 2 hours per day. So, for those 2 hours, the salesperson isn’t getting face time with customers (unless they’re on their phone- which is a topic for another time).

If you could boost route efficiency by 20% (which many of the top route planning tools say is probable), you’d save about 4.2 hours per week in drive time—that’s like getting 10% of a typical 40-hour work week back (not that we expect your sales team only to work 40 hours, am I right?).

This increase may lead to a few huge benefits:

1. Increased productivity: Spend more time with customers and less time on the road.
2. Reduced costs: Save on fuel, vehicle maintenance, and overtime.
3. Improved customer experience and satisfaction: Arrive at appointments on time and provide better service.
4. Enhanced team morale: Boost morale by reducing stress and improving work-life balance.

That’s why having a solid route planning solution is extremely important for any outside sales team. When you equip your team with the right tools, they can spend more time connecting with customers and less time on the road. This leads to better productivity, happier customers, happier sales people, and ultimately, higher sales!

But that doesn’t mean you won’t face challenges along the way…

Common challenges in sales route planning

Many dynamic factors are still out of our control. Customer cancellations, emergencies, car accidents (which cause unfavorable traffic conditions), and construction can all disrupt planned routes and require detours.

All of this takes careful balancing to optimize routes while still keeping in tune with your customers. But there are also many other factors to consider – things like customer’s business hours, tricky city layouts, large territories to cover, and how each of these time constraints can make route planning a bit challenging.

It’s never going to be perfect, but we can make it a lot better with a great system. This is why a route planner can be a game-changer, helping you create an optimized route that enhances efficiency and productivity.

So Why Do You Need a Route Planner?

A sales route planner is like a supercharger for your sales operations! These specialized tools are designed to assist field sales representatives in efficiently mapping out customer visits and optimizing their travel routes. They do the heavy lifting and all the thinking, helping your field teams run smoothly like a well-oiled machine. We mentioned some benefits in the last section, but there are a few more we didn’t cover. Some tools can keep track of traffic patterns, weather, and demand forecasts, so you can:

• Save time and money: Reduce travel time, fuel costs, and overtime expenses.
• Improve communication and collaboration: Enhance teamwork and ensure everyone is on the same page.
• Enhance customer experience: Provide faster response times, improve availability to customers and customer satisfaction, and increase sales.

Now, you may be wondering, what are the top tools in the space?

The 10 Best Route Mapping Tools for Sales Teams

According to G2 and Capterra (software rating and review sites), here are some of the top route mapping tools that can help sales teams optimize their routes and increase productivity:

Convex Altas:

Convex offers an all-in-one property intelligence, route planning, and sales intelligence software specifically built for commercial services sales teams in any industry. Convex uses a combination of tools to find, message, and plan the most efficient routes to your best prospects and customers. Convex integrates with top CRM solutions like Hubspot and Salesforce, enabling advanced functionality for sales teams. Atlas also has one of the highest ratings in the space on Capterra– Rated 4.7/ 5 ⭐️

Badger Maps:

Known for its user-friendly interface and advanced routing capabilities, Badger Maps is a popular sales rep route planner for field teams. It integrates with popular CRMs and offers features like territory management, heat maps, and sales analytics. Rated 4.7/ 5 ⭐️

Optimoroute:

Optimoroute offers advanced route optimization features and integration with popular CRM systems. Rated 4.6/ 5 ⭐️

Route4Me:

Route4Me is known for its user-friendly interface and powerful optimization capabilities. Rated 4.6/ 5 ⭐️

DOP Software:

DOP Software provides a comprehensive suite of route planning tools, including route optimization, vehicle routing, and proof of delivery. Rated 4.6/ 5 ⭐️

RouteXL:

RouteXL is a versatile route planning tool that can be used for various purposes, including sales route optimization. It offers multi-stop routing, vehicle optimization, and integration with popular mapping services. Rated 4.5/ 5 ⭐️

Mapbox:

A powerful platform for building custom mapping applications, Mapbox offers a range of tools and APIs for sales teams, including route optimization and geocoding. Rated 4.5/ 5 ⭐️

SPOTIO:

Spotio is designed for field sales teams and offers features like automatic route optimization, real-time GPS tracking, and integration with popular CRMs. Rated 4.4/ 5 ⭐️

Salesforce Maps:

Best for enterprise-level businesses. Salesforce Maps integrates seamlessly with Salesforce CRM and offers advanced features like territory management and heat maps. Rated 4.4/ 5 ⭐️

Google Maps API:

While not specifically designed for sales teams, Google Maps API can be used to create custom mapping applications with route optimization capabilities. Rated 4.3/ 5 ⭐️

Just getting started with route mapping solutions? Here’s a FREE tool you can try. It’s a bit labor-intensive and will take effort to use properly, but it will get you started if you’re on a minimal budget.

MapQuest:

MapQuest is a free “route planning” (maps app) tool with a user-friendly interface. It includes simple features like reliable mapping, multi-stop route planning, and live traffic updates. Although MapQuest lacks many of the advanced features and functionality found in premium tools, it remains a practical option for sales teams looking to optimize daily visits for a very small team without extra costs (although it will require employee time).

Choosing the Right Route Planner for Sales Reps

Picking the right route mapping software for your team doesn’t have to be a headache, but it requires some research, planning, key details, and internal dialogue. When considering route planner sales, these tools assist field sales representatives in optimizing their customer visit schedules. If I were buying a solution right now, here’s the systematic approach I would take to solving this problem:

Key features to consider

Start with the key features:

• Integration with CRM: Look for a route planner that seamlessly integrates with your existing prospecting, lead-gen, and CRM system to streamline your workflow.
• Real-time updates: Ensure the tool provides the most beneficial updates for your team- this could be real-time traffic updates, prioritization, account mapping, and other relevant information to help you adjust your routes as needed.
• Customized planning and optimization capabilities: Consider a tool that offers flexible customization options and powerful optimization capabilities to tailor routes to your specific needs. A great example of this is Convex’s Engage system, which lets you communicate directly with customers while on the go through our mobile app. Engage effortlessly connects to Altas, the cutting-edge property intelligence and route mapping system, making real-time communication a breeze—even from your mobile device!
• Data-driven insights: Look for a tool that provides valuable data-driven insights by integrating customer data. Analyzing customer data, including purchase patterns and geographical locations, can help you make informed decisions, optimize your sales strategy, and prioritize visits to high-value clients.

Before meeting with Account Executives (AEs) or salespeople from each company or demoing a product, ask yourself a few simple questions:

1. What specific features do you need? Identify the core functionalities that will directly support your sales operations, such as mobile features, optimization, territory management, or CRM integration.
2. How scalable is the software? Ensure that the platform can grow with your team and accommodate changes in team size or sales territories.
3. What is your budget? Determine how much you are willing to invest and explore options within that range, keeping in mind both initial costs and ongoing subscription fees.
4. Is the software user-friendly? Look for tools that are intuitive and easy to navigate, as this can significantly affect team adoption and overall productivity.
5. What level of customer support and training is offered? Check for available resources, including tutorials, customer service, and training to assist with onboarding and troubleshooting.
6. How does it integrate with your existing systems? Consider whether the software can seamlessly connect with your current CRM and other essential tools, enhancing your workflow.
7. Are there any trial or demo options available? Take advantage of trials or demos to assess the functionality and fit of the software before making a commitment.
8. What’s my potential ROI? When it comes to choosing software, this is one of the biggest questions to think about. But let’s be real; many folks don’t have a clear way to make that decision. Here are a few metrics that can help you understand your potential ROI:

• Revenue per platform: How much will this platform increase sales? Is it only going to eliminate waste, or will it actually propel sales operations forward?
• Time saved: By optimizing routes and reducing travel time, how many additional client visits can be made in a day (therefore increasing sales opportunities)?
• Fuel costs reduced: How much money will be saved on fuel with shorter routes?
• Overtime expenses: How often do reps work overtime due to inefficient routing? How much could you save by eliminating unnecessary overtime?
• Increased sales: With more time available for client visits and improved territory management, how much could sales increase by?

These five items will show you the real-world potential of investing in one of the tools mentioned above.

Implementing a Successful Sales Route Planning Strategy

Think of your sales team as a well-oiled machine. To keep it running smoothly, all parts must work together harmoniously. That’s where route planning comes in:

First, make sure everyone’s on the same page. Ensure your sales team understands the importance of route planning and how it aligns with your overall sales strategy. Establish clear processes and protocols to guide their daily activities.

Second, stay on top of your routes. Regularly monitor your team’s routes and make adjustments as needed. This might mean adapting to traffic changes, handling last-minute cancellations, or prioritizing high-value customers.

Third, use data to your advantage. Analyze data collected from your route planning software to identify areas for improvement. This could involve optimizing routes, adjusting territories, or even identifying new sales opportunities. To enhance sales performance and productivity, it’s crucial to optimize sales routes by employing intelligent route planning software that uses sophisticated algorithms to create efficient routes, considering factors like traffic and customer locations.

Fourth, stay ahead of the curve. Keep an eye on emerging trends and technologies in the field of sales route planning. Tools like Convex Atlas are constantly evolving, so make sure you’re taking advantage of the latest advancements.

Measuring the Success of Your Sales Route Planning Efforts

The old saying, “What gets measured gets managed…” which was not in fact said by Peter Drucker, still stands today. How do you know if your route planning strategy is working? You measure it. Optimizing sales performance through efficient route planning can significantly boost productivity, enhance customer service, and improve overall sales outcomes.

Here are some key performance indicators (KPIs) to track:

• Travel time: Are your sales reps spending less time on the road or more? How much?
• Distance traveled: Are they covering more ground efficiently?
• Fuel consumption: Are you reducing fuel costs? If so, by what margin?
• Conversion rates: Are more sales appointments happening, resulting in more closed deals?
• Revenue generation: Is your team generating more revenue now that they’re using this new platform?

By tracking these metrics, you can easily identify areas for improvement and measure the impact of your route planning efforts on sales performance.

Remember: Route planning is an ongoing process. Continually analyze your data and metrics, adjust, and stay up-to-date with the latest trends to ensure your sales team is operating at peak efficiency.

Conclusion

As technology rapidly advances and consumer expectations shift, businesses must stay agile and revamp their sales strategies to keep up with the changing landscape! The marketplace is dynamic, and being adaptable is the only way to keep up.

With gas prices hovering around $4 per gallon, the economy showing signs of a struggle, inflation at near all time highs, vehicle maintenance and travel expenses skyrocketing, there’s never been a more important time to consider solutions that will increase efficiency and bring down costs.

Take a good look at your team’s needs, budget, and potential ROI, and select a sales route planning software that will help your team thrive in today’s increasingly competitive market.

Want to see how Convex can completely transform your sales operations? We’ve got not just one or two but three incredible tools to help you accelerate sales and eliminate waste!

Schedule a demo today!