The Missing Link Between Field Activity and Business Performance
Most sales leaders can tell you what’s happening in the pipeline.
Far fewer can tell you what’s happening in the field.
They know which deals closed last month. They know which rep is behind quota. But ask whether priority accounts are actually being visited, whether territories are being covered as planned, or whether top performers simply work differently than everyone else, and the answers become much less clear.
Without visibility into field execution, managers are forced to rely on their rep’s manual updates, fragmented CRM activity, and assumptions. Coaching becomes reactive, territory strategies are difficult to validate, and opportunities to improve performance often go unnoticed.
That’s why we’re introducing the Field Performance Package: a new set of capabilities designed to help leaders see how work is actually getting done in the field, connect activity to business outcomes, and coach with confidence.
Visibility Is the Foundation of Better Execution
Team Transparency brings together three new capabilities that help leaders understand how work gets done in the field, connect activity to business outcomes, and coach with confidence.
See Field Activity as It Happens
Every sales manager has asked some version of the same question:
“What actually happened in the field today?”
The CRM shows meetings. It captures notes. But it rarely tells the full story of how a territory was covered, where time was spent, or why one rep consistently outperforms another. Without that context, coaching often depends on assumptions instead of evidence.
Field View ™ changes that.
Instead of relying on activity logs alone, managers can replay an entire day in the field, review territory coverage, compare team members, and understand how reps are actually spending their time. With built-in performance metrics that connect field activity to business outcomes, Field View transforms field execution into something leaders can observe, understand, and coach.
“What I’ve been doing almost daily is clicking into each rep’s activities and reading all of their notes so I can understand what they’re seeing and hearing and gain my own perspective of their territory. This is a nice, frankly cleaner way of doing what I’ve been doing!”
- Bobby Paulus, VP of Sales, Elite Anesthesia
Move Beyond Activity Counts
For years, field sales leaders have measured the things that were easiest to count: miles driven, accounts visited, and check-ins completed.
But those metrics don’t say whether any of it mattered, if the right accounts got visited, if time in the field turned into revenue, or why one rep’s activity drives results while another’s doesn’t.
Two reps can visit the same number of customers and drive the same number of miles, yet produce very different business outcomes. Until now, there hasn’t been an easy way to understand why.
Map My Customers has changed that by introducing Efficiency Widgets. Rather than simply tracking activity volume, these widgets help leaders understand whether field activity is aligned with business outcomes.
Instead of looking at activity in isolation, leaders can see how territory coverage, customer face time, and travel relate to the outcomes that matter most, including revenue, account growth, customer engagement, and custom business metrics.
Those insights make it easier to identify coaching opportunities, uncover coverage gaps, and understand the behaviors that consistently drive high performance. The result isn’t more data. It’s the context leaders need to make better decisions.
Connect Planning With Execution
A field rep’s day rarely unfolds exactly as planned.
Meetings get added. Customers reschedule. Traffic changes. New opportunities come up. Too often, reps are left juggling calendars, maps, and CRM records just to keep their day on track.
Routing 2.0 brings planning and execution together.
“I love this because you don’t know how often I’m trying to do this while I’m driving… to do this job, you’re pulled in a million different directions and there’s only so many hours in the day… our car is our office. But this is so helpful.”
- Laura Wilson, Sales Rep, Thibaut Design
Planning only creates value when it translates into execution. Routing 2.0 makes it easier for reps to build routes from their existing CRM activities, add temporary stops when needed, protect priority appointments with anchor stops, and adapt their schedule as the day changes.
From Visibility to Better Business Outcomes
Field sales has long been one of the largest drivers of revenue and one of the least visible parts of the business.
While organizations have invested heavily in forecasting, reporting, and CRM systems, they’ve often lacked the tools to understand how execution unfolds in the field. Without that visibility, it’s difficult to validate territory strategies, coach effectively, or ensure teams are spending time where it matters most.
To help teams put these capabilities to work together, we’re also introducing the Field Performance Package, bundling Field View and Efficiency Widgets with Mileage Tracker, the drive-distance data that already powers many of these metrics, into a single Enterprise offering built for teams that want the full picture of field execution in one place.
The Field Performance Package gives managers the visibility to coach with greater confidence and leaders the ability to validate execution against strategy. Routing 2.0 rounds out the release, helping reps spend less time managing systems and more time focused on customers.
The future of field sales isn’t measuring more activity. It’s understanding how activity creates results. Team Transparency, and the Field Performance Package within it, gives sales leaders the visibility to do exactly that.
Ready to see the Field Performance Package in action? Book a demo to learn how Team Transparency can help your team connect field activity to business outcomes.
