New Research
A study of 172 field sales reps with NYU researcher Sumedha Rai and Jasper Engines & Transmissions, linking daily field habits to real revenue.
Source: Map My Customers Field Sales Performance Study, with Sumedha Rai, Visiting Researcher at New York University, and Jasper Engines & Transmissions. 172 field sales reps, 305 quarterly profiles, Q4 2023 to Q2 2024. Read the research paper on SSRN.
The study turns its findings into concrete moves for sales leaders.
Point reps at core accounts with structured, high-frequency visit schedules instead of spreading them thin across huge territories.
Mobile-first routing and daily itinerary planning turn windshield hours into scheduled, face-to-face selling time.
Inspect leading habits like prospect searches, saved filters, and verified check-ins so you can fix underperformance mid-quarter.
Performance gaps trace back to itinerary structure and tool usage, not market density or account assignments.
Build onboarding and coaching around the daily routines of your best reps, then standardize them across the team.
Average quarterly revenue by behavioral cluster. Reps in similar markets produced very different outcomes based on how they planned and worked their accounts.
“Great field sales performance isn’t magic, and it isn’t just the product of an easy territory. If those behaviors are repeatable, they are coachable.”
They go deeper, not wider. Top reps visited priority accounts up to 2.5x more often, logged 3x more field activity, and used route optimization and daily planning tools far more than lower performers.
Top-performing reps averaged $83.5K in quarterly revenue, 73% more than low performers at $48.2K. Rising performers averaged $66.7K.
Yes. A machine learning model built on daily mobile activity predicted the direction of quarterly revenue growth with 78.7% accuracy.
Not primarily. Market density and account mix play a role, but reps in similar markets produced very different results depending on how they planned their days and used CRM insights in the field.
Map My Customers partnered with Sumedha Rai, Visiting Researcher at New York University, and Jasper Engines & Transmissions, whose field sales team provided the real-world data.
Researchers analyzed 172 field sales reps across 305 quarterly activity profiles from Q4 2023 to Q2 2024. They paired revenue outcomes from the CRM with mobile app activity like check-ins, routes and searches.
Reps were grouped into behavioral clusters using k-means clustering. An XGBoost model, interpreted with SHAP values, then measured which daily habits best predicted the direction of quarterly revenue growth.
Yes. The underlying analysis is published on SSRN as "Intelligent Field Operations: Applying Machine Learning to Drive Business Growth" by Sumedha Rai and Matthew Sniff (July 2025).
Map My Customers, A Field Sales Performance Study (2026), with Sumedha Rai, Visiting Researcher at New York University, and Jasper Engines & Transmissions. Available at mapmycustomers.com/field-sales-performance-study.
See how Map My Customers helps every rep work like your top performers.
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