Increased Revenue:
How does LMS/SmartMaps increase revenue?
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How will LMS/SmartMaps increase the reps field time and number of doors they knock?
By providing your reps with geographically clustered lead packs, and lead packs that are based on walking routes, we essentially reduce the driving time between streets, the windshield time, to nothing. In other words, in most situations the reps don’t need to get in their cars and drive to the next street when they are finished with their current street. In fact, the routes are organized such that reps can actually be dropped off in the field and all the addresses and streets are next to one another. Additionally, by providing maps of the actual addresses of their turf, the reps can visualize their routes and see that some of the shorter streets that they would have otherwise passed up are actually right next to the streets that they are working.
How does a walking route help?
Consider the previous question. By providing a walking route, reps no longer need to waste time driving to their
Why do you say LMS/SmartMaps will increase SPR and not profits?
Because SmartMaps can only impact one of several key aspects in the sales formula: creating a route that provides the most effective call sequence in the shortest possible time. Implementing LMS/SmartMaps maximizes the time reps can spend productively in the field and the number of customers they can contact. Regretfully, LMS cannot see what other internal or external factors are at work within your organization that could affect increases or decreases in profit such as headcount, culture, attitude, distance and quality of turf, etc… However because LMS/SmartMaps provides your reps with the most efficient system of working their turf, there are other unquantifiable factors that can contribute to an overall increase in profit. These may include increased rep retention, better attitude, reps that are no longer lost in the field, gas savings, etc…
What is the Return on Investment?
Organizations will see a return of about 200-300% on just one additional sale per rep, based on the industry average revenue per unit (RPU).
I don’t see how having a SmartMap will make our reps more efficient and increase productivity.
Typically, in the way a representative currently works his/her turf sheets, they start with the longest street or the street that has the most assigned doors, and proceed to the next longest street, regardless of whether or not they are next to one another, thus taking them out of the field and adding windshield time to their day. Additionally they will disregard the smaller streets, those streets with 3-6 leads, as they want to maximize their time in the field. By having a map of their turf, reps can visualize their weekly/daily route, and see that streets that they normally would have disregarded might actually be a few feet from where they would otherwise be working.
How can we save money by incurring another expense?
LMS/SmartMaps do not simply provide a for-hire service. The efficiencies gained, and extra time spent in the field combined with more houses being knocked, result in a higher Sales Per Representative. The end result is an increase in revenue. In fact, the service is priced to a positive ROI with a fraction of a single additional sale, based on an average Revenue Per Unit of $60. Depending on how the cost in absorbed, in most instances passed onto the reps, the expense is more than offset by the amount of money reps will save on gas alone, in addition to extra sales resulting from their increased time/efficiency in the field.
Why wouldn’t we just do this in-house?
Actually, you could. The LMS/SmartMaps solution is available for purchase. We specialize in this niche, and because of this we have significantly reduced our costs and can pass these savings on to our customers. Nobody can do what we do faster or as inexpensively.
We already use maps and routing, how is this different?
It might not be. However there is a cost to you associated with it. LMS/SmartMaps uses both proprietary programs and commercially available software to ensure that there is no other faster or less expensive system. We specialize in combining mapping software, database design, and spreadsheets. By covering only this niche, and focusing on these challenges, we are able to keep our costs well below any other alternative, including in-house approaches.
Alternative Solutions:
Our reps have a GPS, why would we need maps or your lead sheets?
The fact that d2d organizations today rely on GPSs is an indication that they expect their reps will be driving to and from different streets on their lead sheets daily. Windshield time is a dramatic waster of a rep’s daily available hours. With LMS/SmartMaps, a reps sales route is geographically clustered, meaning that for the most part the leads are all within walking distance, and a rep doesn’t need to get back into his car to work the next street. The result with LMS/SmartMaps is that it keeps the reps in the field longer, so they are spending their time knocking doors, not looking for them.
We already get our leads sorted by node.
Although a node is a geographic area usually more concentrated than a zip code, it can vary largely in size and density. So while your current system might have the leads sorted by node, street and house number, there is no guarantee that the addresses are next to one another, which LMS/SmartMaps provide with our mapped lead packs.
We already print out a map and highlight the streets for the reps.
That is helpful, however it still doesn’t create a walking route, and does not provide reps with streets in consecutive order.
We use Streets and Trips and then cut and paste the streets together for the reps.
That is very time consuming and costly. LMS/SmartMaps significantly cuts that cost and delivers your leads packs faster and with more accuracy.
Management Issues:
How can your lead packs help my managers?
LMS/SmartMaps frees managers from the time-consuming chore of leads management. They have more time to work their daily responsibilities like recruiting, training, and motivating. Lead management and analysis has always been an operational challenge and responsibility. LMS/SmartMaps also provide several useful manager tools such as turf overviews, and pre-formatted, ready to print lead sheets with customized lead counts to make managing the process more efficient.
Isn’t this just creating one more responsibility for my overburdened managers?
LMS/SmartMaps packs are very manager friendly; they come pre-formatted and ready to print. Depending on what managers are doing now for distribution of lead packs, this is more organized and much easier to manage. With territory overviews, managers can now “quarterback” their sales teams, and have more control over where they send their reps. LMS/SmartMaps has never had a field manager ask to go back to their old system.
Ease of use:
Sounds good, how long to implement?
Because of our proprietary software, we can usually get the first batch of leads to you in a matter of days. Depending on the quality of the data and the format, our programmers will either have a pre-made template or create a new one to process the leads. Once the templates are built, turnaround time is few hours, although we typically ask for at least 24 hours to ensure a quality product.
We don’t always get our leads in a timely manner from our client, what if we need our leads turned around in a matter of hours?
As mentioned above, once your initial template and database are built, turnaround time is a few hours. We understand the challenges of the business and know that sometimes teams need emergency turf. We are happy to oblige, however we like to build a cushion in case the data has integrity issues or needs further manipulation. Quality is very important to us.
What do we need to get you to get started?
All we need is your leads in an electronic file, preferably in Excel, and instructions for counts per lead pack and desired pack formatting. Mentioned above, depending on the quality and source file of the leads, we can execute a turnaround in a matter of hours, but would typically want at least 24 hours, especially on the first live run.
How do we pay you?
You will be invoiced weekly, net 15, based on reps in the field headcount.