How to Successfully Manage your Sales Territory – In Just 7 Minutes with Steve Benson

 Discover why it is important to visualize your sales territory to find your best opportunities Know what is happening in your field/industry so you can manage your business Understand how to lower the new-rep failure rate in your organization by allowing them to instantly visualize their accounts and all their data on a map Resources/Links: Grab Your Free Trial of Badger Route Planner: https://www.badgermapping.com/ Summary Steve Benson is the founder and CEO of Badger Maps, a route planning and scheduling app for sales reps. He's also the host of the Outside Sales Talk podcast, where he interviews top leaders and experts in outside sales about the strategies and tactics that made them successful. He was previously a regional sales manager at Google, where he was recognized as the top-performing sales rep in the world for Google Enterprise in 2009. In this episode, Steve explains why it is important to visualize your sales territory to find your best opportunities. Check out these episode highlights: 01:51 – Steve's ideal client: My ideal client is a field salesperson or a team of field salespeople. 02:17 – Problem he helps solve: So, field salespeople have a challenge in figuring out who they're going to focus on, given where they're already going to be. Meaning they often have, they have some customer meetings scheduled, but they want to fill out their day with the best other customers to work with. So, we have is a pretty robust program that allows them to build a route and a schedule for their day, and focus on the best prospects with their time in the field, given where they're going to be. We also help them find new leads around where they're going to be as well. So, we're hooked up the data systems that show them, if they sold to dentist for example, we tell them where all the dentists are in a given area. 03:11 – Typical symptoms that clients do before reaching out to Steve: often they'll, so everyone has to do this, and kind of optimize and figure out where they're going to spend their time, what their schedule is going to be. And they'll spend a lot of time kind of looking at their CRM, trying to figure out how to focus on if they have a big spreadsheet that they sort based on where they're going to be. Or if they just try to juggle it in their mind. And then they maybe are building a route or their schedule in their calendar or in Google Maps, that's often an indication that they're doing something inefficiently. 04:45 – Common mistakes people make when trying to solve that problem: Field salespeople end up zigzagging around town not following the best route. They often will spend time revisiting the same customers that aren't the best customers to visit. Doing it in an inefficient way. 05:33 – Steve's Valuable Free Action(VFA):" We have a free trial that people can use our software for a couple weeks for free. And for your listeners just mention this show and each one of our sales reps will give you two months for free just because, for enduring me for seven minutes, you deserve it. ." 06:12 – Steve's Valuable Free Resource(VFR): https://www.badgermapping.com/ 07:17 – Q: "How leads work in badger??" A: And the way they work is we have access to databases that show basically what every business is, that people could be trying to sell to.. Tweetable Takeaways from this Episode: “Field salespeople end up zigzagging around town not following the best route. They often will spend time revisiting the same customers that aren't the best custome...