01 / Company Overview
A global payments leader with a 250-rep field team.
This company is a global leader in payments, with a field sales team of 250 reps working in Salesforce. Map My Customers delivered measurable results across those reps, tracked against four KPIs:
What Leadership Measured
- True admin burden
- Impact of mobile-first logging
- Incremental pipeline lift
- Salesforce integration reliability
02 / The Challenge
The problem: selling time lost to admin.
Sales leadership found that field AEs were losing sales time to manual CRM updates, route planning, and end-of-day data entry. Before Map My Customers, the team averaged 9 hours per week on admin, and reps identified an average of 5.3 new accounts per week.
Key Challenges
- Manual CRM updates
- Route planning by hand
- End-of-day data entry
03 / The Solution
The solution: plan, sell, and log in one place.
From prospect discovery to CRM admin, Map My Customers changed the game. Reps improved their visit planning with territory visibility, route optimization, and real-time prospect discovery. Map My Customers also enabled faster post-visit logging, with activity synced back to Salesforce, and significantly reduced CRM admin work.
Key Improvements
- Territory visibility
- Route optimization
- Real-time prospect discovery
- Faster post-visit logging
"Map My Customers has simplified territory planning so our reps spend less time on the stuff they hate (admin work) and more time on the stuff they love (engaging customers). That focus has helped us drive more revenue and penetrate our market far more efficiently."Vice President of SalesGlobal Payments Leader
04 / The Results
The results: 4x less admin, 3.5x more pipeline.
Sales team admin time before the Map My Customers rollout averaged 9 hours per week. After the rollout, admin time was measured at just 2 hours per week on average. On top of the time saved, logging was completed immediately post-visit, without delay.
Pipeline also saw a significant uptick. Before the rollout, reps identified an average of 5.3 accounts weekly. Post-rollout, reps identified 18.7 new accounts per week, a 3.5x increase. During the rollout period, an additional 482 incremental accounts were identified.
With time saved and pipeline increased, the company projected an additional $81,900 in gross profit per seller. Scaled to 250 sellers, total additional gross profit was projected at $10.7 million.
