Zusammenfassung: Kerr verband sein CRM mit Badger Maps und sah messbare Verbesserungen der Vertriebseffizienz. Die CRM-Nutzung stieg um 50%, die Anzahl der Interessenten-Meetings stieg um 57%, die Zielrate für Meetings wurde um 90% erhöht und die Vertriebseffizienz stieg um mehr als 100%.
Kerr Dental, die Dental-Abteilung der Danaher Corporation (DHR), ist ein Fortune-500-Anbieter medizinischer Geräte. Kerr nutzt Badger Maps seit über drei Jahren, um die Vertriebsstrategie zu unterstützen. Hunderte von Außendienstmitarbeitern in ihrem Außendienst verstärken die Kundeninteraktionen, decken die besten Chancen in einem Bereich auf und verbessern die CRM-Akzeptanz mit Badger.
Vor Badger hatte Kerr ein tägliches Problem. Sie hatten ein CRM, Microsoft Dynamics, mit einer riesigen Menge an Daten - aber keine Möglichkeit, es zu einer brauchbaren Ressource für Außendienstmitarbeiter zu machen. Alternative Lösungen wie Microsoft Streets & Trips erlaubten ihnen nicht, Daten im geschäftlichen Sinne zu interpretieren.
Kerr fand Badger auf der Suche nach einer Lösung. Es war eine perfekte Übereinstimmung. Badger ist in Microsoft Dynamics integriert und verfügt über eine einfach zu bedienende Benutzeroberfläche, die die Erfassung von Felddaten für Mitarbeiter zur zweiten Natur macht.
CRM data is valuable. It’s the main connection between the sales team and the customer. Before adopting Badger as their primary sales application, Kerr sales reps didn’t have a good way to access and interact with their CRM data in the field. Reps needed to be able to see where different types of customers and prospects were in relation to where they were going to be. They also needed the information to sync live with the CRM, not just show “snapshots” of account data. Badger gave them all of this information in a way that was understandable while they were on the move.
Increased CRM usage among reps resulted in more market data being collected and shared company-wide. Reps recorded every piece of data using Badger’s check-in feature. Those check-ins were sent back to the CRM. This connects reps in the field with managers looking at the big picture, providing a clear view of what works and what doesn’t. This satisfied a key goal for Kerr’s Sales Operations team, as well as provide valuable research for the Marketing Department.
Kerr could now segment their customer data to maximize rep productivity. Mobilizing the Microsoft Dynamics CRM allowed Kerr reps to filter clients by size, revenue, and category – giving reps a complete view of their territory.
Scheduled meetings with new prospects jumped 57% once Kerr started using Badger. This was an important win for the sales team, prospect appointments are a major performance driver for reps and a core metric of the business. Reps were getting more meetings because every important prospect was shown near their routine appointments. Reps no longer had to dig through spreadsheets to find customers, they were displayed on their device effortlessly. Whenever a meeting was cancelled or rescheduled the sales team had an immediate backup plan. Making it easier to access important data is the best way to make sure it’s utilized effectively.
Badger gives reps real-time insight into their territory directly through their iPad, iPhone, or Android device. They could now see sales data, activity history, and the significance of nearby accounts while out in the field. Kerr found that Badger is the perfect fit for the situations they face in the field. Optimized and organized navigation between customer meetings tied everything together.
Kerr needed a way to organize their customer list in a way that could be efficiently utilized by their sales reps. A rep in the field without access to customer data doesn’t have a complete picture of their territory. Kerr maintains a strong focus on the efficiency of their field operations team, which made adopting Badger as their sales solution a priority.
Kerr uses the greater business intelligence Badger provides to empower their sales team. Sales reps with an active understanding of their customers are much more efficient than they would be otherwise.
Kerr sells a wide range of products to different customer types. Badger enabled the sales team to create routes targeting market segments with specific product categories. New sales opportunities, like cross-selling and up-selling, became more apparent. Badger visualizes customer demand by product category, identifying customers that are likely to buy related product. This gives Kerr a clear picture of the potential revenue of each product category, optimizing sales operations from the ground up.
The total quality of appointments improved as well. Having access to their CRM while out in the field gives Kerr reps accurate customer information right when they need it. They can find a customer’s phone number, email address, and details all in the same app. Organizing customers by their needs better qualified and focused each meeting, resulting in more deals closed in less time.
Kerr streamlined their entire sales process by connecting their CRM with Badger Maps. Reps are able to reach customers, manage their day, and record their data through the same application. Kerr reps maximize their efficiency by using Badger to show the best ROI for their time. Sales Reps at Kerr know more about their customers, get more meetings, and close more business because they’ve implemented Badger Maps.