Every sales team must understand and immediately act on changing conditions:

  • How do we find the right customers in the right areas?

  • When and where should we engage with our customers?

  • What impacts our customers purchasing decisions?
     

What are 7 habits of highly effective sales teams?

1. Add GeoData

2. Improve Workflows

3. Empower Stakeholders

4. Connect Geo Datasets

5. Use GeoData Analytics

6. Rank Geographic Areas

7. Act on GeoData


1. Add GeoData

Create your platform for geographic data by adding the RealZips app to Salesforce. Out of the box, the app comes with 3+ million points of GeoData. Organizations often realize value from RealZips within 60 minutes of installation.

 
 


2. Improve Workflows

With RealZips in place, it's easy to describe your organization's territory structure on a zip code level. Add multiple salesreps for every zip, which can be overlapping teams across  sales channels. Add channel partners and resellers across all zip codes.

Your whole organization will benefit from having all territory data available on a zip code level. Anyone can within seconds look up who is covering a certain geographic area. Sharing territory data drives collaboration between all departments and the different sales teams, making it easy to coordinate sales efforts and connect faster with customers.

Many geographic workflows will be automated with the RealZips app, such as routing leads and ensuring every salesperson has access to the right customers in Salesforce.

 
 

The GeoData is automatically connected to all customer data in Salesforce. GeoData and CRM data is automatically integrated and can be exposed anywhere in Salesforce; in searches, on all tabs and pages, in reports and dashboards. GeoData can be even be used to trigger events in Salesforce.

In the Salesforce1 mobile app below, the sales team can review a lead along with GeoData. Notice how it's now possible to view the county,  the overall potential for the area and if the lead has the right owner:

 
 


3. Empower Stakeholders

The RealZips GeoData app empowers stakeholders across the whole organization. The app does not require the team to do any data entry, so everyone will get immediate value from GeoData.

The RealZips app comes with eight basic functions, presented as icons below. Here's how your stakeholders will benefit from GeoData:

 
 


4. Connect Geo Datasets

All organizations have certain geographic datasets that support the efforts of build the business and adapt to market conditions. The datasets range from your internal data over sold products and contracts, to external data over demographics, target companies and decisions makers, plus local financial conditions and market growth projections.

We provide a wide array of geographic datasets, that pinpoint your company's market potential down to a zip code level. These datasets are immediately integrated with all your existing CRM data. We have geographic datasets for all types of industries, for your team to instantly put to use in your everyday efforts.

On the iPad below, a pharmaceutical salesperson is reviewing datasets over market potential in a single zip code while planning the day's sales activities:

 
 

 

Geographic datasets come from many sources, both live data and static points. The Datasets are made available on a zip code level, to describe market potential and make it possible to track against your organization's market penetration and performance.

Review the types of  different geographic datasets  you can add and aggregate as live streams into Salesforce:

 
 


5. Use GeoData Analytics

With a number of geographic datasets in place, it's possible to aggregate and analyze your CRM data on a completely new level. Below is a screenshot of Key Metrics for a zip code, helping everyone plan sales activities and marketing campaigns.

Key Metrics are automatically aggregated across any geographic level such as cities, counties, metropolitan areas, sales territories, reseller territories, sales regions, states, census regions, time zones and more:

 
 


6. Rank Geographic Areas

With Key Metrics for zip codes in place, it's possible to automatically index and rank geographic areas.

Automated indexes are calculated on your live GeoData streams:

  • The Potential Index is a customizable algorithm that calculates an index on live streams of data.
  • The Performance index weighs the revenue and activity level for every zip code on live data.

Act on RealZips Strategy

Use the indexes automatically calculate a Strategy for how to sell into every area In the matrix below, there are five different strategies: 1. GO!, 2. GROW, 3. PROTECT, 4. MAINTAIN and 5. AVOID.

The sales team use these strategies to decide much time and effort should go into each geographic area. All geographic areas and customers are automatically assigned to these Strategy buckets.

Decide sales actions across customers and geographic areas

The indexes PotentialPerformance and the Strategy are customizable for your team. Use Strategy to immediately decide sales activities across cities, counties, metropolitan areas and sales territories:

 
 


7. Act on GeoData

With the RealZips Strategy in place, all CRM data is tagged with Potential and Performance metrics for the area. The whole company can make immediate decisions on where to engage in sales and marketing activities, and how much spend should go into each area.

In the standard Salesforce report below, each city has the Potential and Performance and Strategy icons built-in,  instantly helping the sales team when deciding which areas to sell into:

 
 



For every CRM record in Salesforce, the area's Potential and Performance is shown. Everyone is given instant input on where the sales team will find more customers and where marketing should intensify market efforts:

 
 


These are the seven habits of highly effective sales teams

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