Joan, a sales manager, notices through her CRM data that her top reps are outperforming others by communicating with more prospects and customers. She wants to help the lower-performing reps improve. Joan discovers CRM SmartMap, a mapping tool that integrates with Microsoft Dynamics CRM. It provides insight into reps' prospecting and allows better coaching. After implementing SmartMap, Joan is able to help underperforming reps improve by seeing how top reps plan their days. With regular coaching using SmartMap, reps start consistently hitting goals. The tool was easy to use and benefited both top and lower-performing reps.

1. Help Your Reps Reach Their Goals
A lesson in sales productivity.
Car artwork by Freevector.com

2. Meet Joan
 Joan does not micromanage her reps, but as
she reviews each rep’s goals in CRM she
notices that the 80/20 rule is applying.
 Her top reps are hitting and exceeding their
goals while the vast majority are not.
 What are the top reps doing differently?

3. Looking for an Answer
 Joan digs deeper into the CRM
data and finds that her top reps
are communicating with more
prospects.
 They also have more contacts
with their customers and
prospects.
 How can she help the others to do
the same?

4. Time for a Change
 Joan realized that for her lower-
performing reps there were some
sales training issues, but the one
quick-fix she needed is a way for
them to boost their call productivity.
 This led her to a tool called CRM
SmartMap.

5. A Solution
 CRM SmartMap is a mapping add-on to
Microsoft Dynamics CRM that utilizes Bing
Maps.
 It is designed to provide sales managers
with a greater insight into reps prospecting
decisions for better coaching and
increased sales success.

6. What it Offers
 Joan will now be able to see what
the other 80% of her reps are doing,
so she can instill the practices of her
top performers upon them.
 And when her reps are planning
their days, they will have the tools
they need to succeed.

7. A Realization is Made
 After attending a demo Joan determined that CRM
SmartMap would be exactly the tool that her company
needed to help her underperforming reps.
 It was very easy to use, with little to no training required.
 The cost of the tool was also miniscule in comparison to the
benefits it would provide to the company as a whole.

8. Better Coaching Begins
 After CRM SmartMap was installed,
Joan began regular coaching
meetings with the sales reps to
help them see how they could
more-effectively plan their days and
hit their goals.
 Joan was able to help her reps see,
on live maps, who to target and
how to plan each day.

9. Well Worth the Investment
 Joan began seeing reps consistently hit higher percentages of
their sales goals after CRM SmartMap was implemented.
 She saw that her reps were using CRM SmartMap on a
regular basis and the effects of it were showing.
 The tool not only helped her underperforming reps reach their
full potential, but it also further improved the performance of
her top reps.

10. Lesson Learned
 Joan, while a great sales manager,
needed assistance in helping her
underperforming reps hit their sales
goals.
 Now when Joan is coaching
her reps she has all the
knowledge she needs at her
fingertips in one integrated tool.

11.  Take Joan’s lead and help
your reps to hit their sales
goals today.
 To discover how CRM
SmartMap can help you,
watch this video on the
solution.

12. InfoGrow has over 27 successful years helping organizations accelerate sales and
achieve sustained growth through strategy, process and business technologies. Our
sales and marketing solutions can improve organizational productivity and boost
results through better, more-informed decision making.
Learn more about InfoGrow and the CRM SmartMap at www.CRMSmartMap.com or
call 330-929-1353.