A lack of visibility into sales rep activity can have a negative impact on sales strategy. Skidmore Pump circumvented this problem with Mapline’s Geo Operations and overcame a multitude of operational problems they couldn’t solve in Excel.
Skidmore Pump was confronted with a multitude of challenges, from visualizing sales statistics to ensuring accountability among their sales representatives.
John Miller, Project Engineering Supervisor at Skidmore Pump, recalls, “We had contracts and sales data everywhere, it was difficult to keep it all organized.”
Not only was it challenging to stay organized, but they were managing everything in Excel, relying on pivot tables. They needed better visibility.
Add this to the constant battle to hold sales reps accountable, measure effectiveness, and generate accurate market forecasts, they knew something had to change.
“We were convinced that some territories were vastly underperforming,” Miller says, adding that they had no way to know for sure.
Now, a lack of visibility is a thing of the past for Skidmore Pump. “Mapline was the launch point for getting organized as a sales department,” says Miller, adding that he and his team can visualize their sales territories in seconds, assess coverage effectiveness, and generate sales reports promptly—all displayed on an intuitive map interface.
“I’ve been extremely pleased with how much I’ve been able to accomplish with our sales territory management in such a short amount of time,” says Miller. “It’s extremely beneficial to be able to lay our data out, view everybody’s territories, and determine where coverage is effective.”
Plus, they can now run accurate sales forecasts and adapt their strategies with agility, a task that previously consumed days or weeks.
An added benefit has been the ability to integrate competitor stats to their maps, allowing them to pinpoint untapped markets and opportunities.
