The Advanced Selling Podcast Saving Sales Time with Smarter Routes ft. Steve Benson
Feb 11, 2026
Steve Benson, founder of Badger Maps and mapping-for-sales veteran, explains why field sales often get ignored by modern tech. He discusses territory design vs. spreadsheets. He breaks down smarter route planning, mobile CRM fit, and new tools like lead routing and geographic insights. Practical demos and ROI stories highlight the impact on meeting more customers and saving sales time.
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Why Field Sales Are Underserved
- Outside sales get overlooked because most buyers of software come from inside-sales backgrounds and favor browser-first tools.
- Mobile is harder to build for, so field sellers historically received poorer tech despite larger headcount.
Automate Territory Balancing Regularly
- Use a territory-balancing tool instead of spreadsheets to optimize multiple variables simultaneously.
- Rebalance territories frequently since easy software-driven tweaks let you adapt to personnel and workload changes.
Fair Territories Boost Productivity
- Right-sizing territories increases fairness and motivation, often lifting meetings and sales by measurable percentages.
- Compact territories reduce driving time and ambiguity about account ownership.