Sales Mapping: What is It and Why Do You Need It?

Optimizing your sales strategy hinges on being able to visualize, organize, and act on all your vital customer, sales, or territory data directly within your CRM system. That’s precisely what CRM mapping offers – it’s a dynamic way to bring your data to life on an interactive map.

This powerful functionality helps businesses make smarter, more informed decisions, boost efficiency for their field teams, and cultivate even stronger customer relationships. By pinpointing opportunities and optimizing routes, you’re not just working harder, you’re working smarter. CRM and sales territory mapping is a potent tool for modern sales reps, and we’re going to tell you why.

What is CRM mapping?

At its heart, CRM mapping, sometimes called customer relationship mapping, is about visually representing your customer data on a geographical map. Mapping offers a visual way for modern sales reps to plan their day, week, or even month and prioritize their activities for maximum success. It’s a case of “show me the money, show me where the money lives.”

By gaining an interactive visual insight into where the best leads lie or where the most profitable customers are, you can physically map out where you should prospect and in which order, driving more sales engagement and revenue in the process.

It’s important to distinguish this from “data mapping”. Data mapping is a crucial process for integrating and transforming data between different systems (like moving customer information from one database to another). Sales or customer-focused CRM mapping is all about the visualization and strategic application of that data once it’s already within your CRM. It’s less about the technical plumbing and focuses on helping your sales and service teams to make informed decisions. It turns the raw data into actionable intelligence, right on your screen.

What can you do with CRM mapping?

Now you know what it is, let’s see what it can do. To demonstrate the lead and revenue-boosting power of our integrated mapping module, here are five real-world sales use cases from our customer base:

1. Beachwear retailer

By offering the tools to understand where regional stores (sales prospects) are on the client relationship map (as well as their annual turnover), we help beachwear brand sales reps seek out the most lucrative leads and manage their business development activities accordingly. The larger the pin on the map, the more revenue the prospective store turns over — a simple yet incredibly effective means of seeking out the money at a glance.

2. Lawnmower and gardening tool manufacturer

This manufacturer uses mapping for a panoramic snapshot of dealers/outlets in a particular region or territory using a visual key (colour coding or map pins) to identify type, size and spend. As a result, the brand can streamline its sales efforts while using visualization to make strategic moves, backed by concrete data. For example, they have been able to quickly justify plans for increasing teams in specific territories.

3. Gift and lifestyle products business

This business has a host of field-based sales reps. Typically, each rep plans their movements and visits for the following week on a Monday. To ensure their time on the road is efficient, cost-effective, and as lucrative as possible, they use our integrated mapping module to understand how to prioritize their efforts based on a visual tier system.

4. Laboratory

This laboratory uses our mapping module for a cohesive mix of blood donor management and savvy marketing.
To manage its blood donors, this company utilizes mapping to analyse bookings for specific times of the day or week. If there are periods of low donor bookings, it uses the mapping software to discover prospective donors in their local areas.

5. Industrial filtration business

This business uses the Workbooks mapping module to boost its sales strategy. Since placing mapping at the heart of its sales strategy, they’ve seen rapid gains. Their salespeople can plan their sales trips more effectively by easily locating organizations that are close to a customer they have a planned visit for. The mapping module also helps them with strategic planning. Since identifying areas with high concentrations of customers, they’ve changed sales territories and recruited new salespeople to cover previously under-resourced regions. A combination of mapping and CRM has transformed their sales operations for the better.

Benefits of CRM mapping

The advantages of putting your data on the client relationship map are clear:

• You’ll experience faster decision-making. With all your critical customer and sales data visually presented, you can easily see where your next big opportunities are, understand exactly who to contact, and know precisely how to act.
• You’ll see an improved sales efficiency. By prioritizing nearby leads and customers, your teams can eliminate wasted trips and make every mile count, leading to more productive visits and more closed deals.
• You’ll notice better territory management. By truly understanding how contacts are connected within an organization, you can tailor your approach, identify key influencers, and nurture deeper, more meaningful partnerships that stand the test of time.

Our mapping module is integrated into our CRM software. This level of integration is far more powerful than a plug-in or add-on, as it will give your sales team the tools to squeeze more juice from your sales and engagement data. By being able to sweat the data asset, integrated visual mapping tools will empower your sales team to make more informed, accurate, and intelligent decisions based on invaluable visual insights.

Why use Workbooks for CRM mapping?

This is where we introduce you to the Workbooks mapping module, a program designed to seamlessly integrate powerful visualization right into your existing CRM platform.

Here’s what it offers:

• Effortless sales territory mapping. This means you can easily display and explore all your customer and prospect locations, making it incredibly simple to understand geographical trends and spot opportunities at a glance.
• The power to refine views with filters. Narrow down your mapped results to only show the records that are most relevant for your specific sales or marketing goals.
• Endless opportunities to use mapping in planning. Whether you’re scheduling sales visits, planning efficient field rep routes, or simply understanding who to visit in a given area, the Workbooks Mapping Module helps you strategize with confidence.

Check out our mapping module and see for yourself how Workbooks can transform your sales pipeline.

Conclusion

If you’re looking to streamline your sales and marketing strategy and ‘find the money’ with razor-sharp efficiency, visual mapping will help you squeeze every last drop of value from your data. It’s a truly practical tool for your sales, marketing, and account management teams.

Ready to see the full potential of your customer data brought to life? Take a look at Workbooks and explore how our mapping capabilities can revolutionize the way you do business.