In-person prospecting is particularly challenging for commercial services contractors for a couple of reasons: But neither old-school sales techniques nor cutting-edge algorithms can change the fact that in-person prospecting is inherently inefficient. Meanwhile, tech companies hawk sales route planning software that claims to “optimize” route planning with the power of big data. Seasoned reps think they’ve cracked the code of the drop-in with a mix of charm, coffee, and dogged persistence. Among sales reps, the topic of sales route planning is a little like the perfect golf swing: everyone thinks they have the answers.
