Let’s Get Real.
In this series, we interview sales tool providers and get real about the problems they’re solving and why you should care (or not).
This week I interview Steve Benson, CEO and Founder of Badger Maps.
Nancy: I ask guests to answer the first question using what I call the “You know how…” format. Tell us, what does your solution do?
Steve: You know how field salespeople need to meet with a lot of customers and prospects and how important it is that they plan their time in the field wisely? The problem is that outside sales people don’t have access to their customer information in a way that helps them do that. Sure, they have an account list or access to CRM, and they have Google Maps, but that doesn’t help them optimize their daily visits because they have to map the possible routes in Google and try to guess when they can be where.
They also have to guess which prospects and customers are the highest priority for that day based on current opportunities and account statuses (or even, the amount of time since the last visit). Manually assessing and guessing at the optimal route and order of priorities is not ideal.
What field salespeople need is to have all of their contact and opportunity information be combined with a mapping solution so they can manage their territory efficiently. That’s what the Badger Map does.
With the Badger Map, Sales Reps can accelerate sales activity with a new understanding and better insights into their territory. Reps can automatically plan, route, and schedule their time in the field and see their customers in color, on a map of their territory. Reps that use Badger to manage their territory get 25% more sales and drive 20% less than they did before they were using Badger
Nancy: That sounds like a problem worth solving. But let’s get real, sales and marketing organizations have a lot of challenges and they have to make choices about which to solve first. Why shouldn’t they continue with things the way they are if they’re getting by? What are the ramifications of not solving the problems you outlined?
Steve: Sales leaders with field sales reps should take action on this now, because it immediately puts them in front of more customers at the right time so they can close more deals. Think about how much precious sales time is wasted, every single day managing their schedule, figuring out where their customers are in relation to one another, trying to react in the field when their schedule changes, trying to juggle traffic and their calendar. These are all things they could be doing automatically in the Badger Map saving more time for actual sales visits.
Nancy: What types of questions should sales leaders ask to decide whether solving this problem should be a high priority?
Steve: Ask yourself, “If our sales team got 25% more meetings next month, by what percentage would our sales go up?” Another question is, “How much time do our Reps spend per week on non-sales calls… things that they could do better in Badger in mere minutes? Is it 8 hours? What if they were able to spend this time focused on productive sales activities?”
If the answers to these questions is meaningful for your organization, and improving these metrics would grow the topline, then sign your team up for a free trial today and get going!
Nancy: This question is your choice. What do you want to answer that I didn’t ask?
Steve: It feels like most sales reps today are inside sales reps, and primarily sell things over the phone. Badger seems focused on field sales reps, who primarily meet with their customers in person. How does a Sales Manager know if the Badger Map would be helpful to their team?
If a Sales Manager has reps that spend their time in the field meeting with customers, then we built Badger for them. Most tools are focused on inside sales reps, because there are more of them. But Badger is specifically solving the problems that outside sales, field sales, and territory sales people have. There has never been a product built for them like this before, because road warriors like this type of rep are truly the ultimate mobile employee.
Nancy: What should people do next?
Steve: Sign up for a free trial for an individual rep on your team, or for the whole team. Click here to Revolutionize Field Sales!