How Quincy Compressor Improved Field Sales Prospecting and Route Planning with Geopointe

Problem

Quincy Compressor’s outside sales team is responsible for prospecting and identifying new business opportunities across their territories. However, the process for planning routes and organizing field activity lacked structure and efficiency. The marketing department had established certain business processes, but route planning for the outside sales team remained unorganized. At the same time, leadership lacked clear visibility into territory productivity, such as whether accounts and opportunities were being actively engaged or when service renewals were approaching. Without a dedicated tool to manage field activity, representatives also struggled to maximize their time during the day, particularly when meetings were cancelled or extra time became available between scheduled appointments.

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Solution

Quincy Compressor implemented Geopointe to bring route planning, prospecting, and geographic visibility directly into Salesforce. Using Geopointe’s searching and routing capabilities, sales representatives can identify prospects and opportunities near their planned routes or around specific locations. Calendar-Based Scheduling allows the team to upload appointments and automatically generate optimized routes on the Geopointe map within Salesforce. The platform also enables users to optimize routes based on traffic conditions, helping minimize travel time and improve productivity in congested areas. In addition, the team can create ZIP code–based territory shapes for each sales representative and identify accounts that have not been visited recently, upcoming service renewals, or equipment that may be approaching the end of warranty coverage.

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Result

With Geopointe, Quincy Compressor’s outside sales team can now maximize their time in the field through more efficient route planning and smarter prospecting. Representatives are able to identify nearby prospects and opportunities while traveling between meetings, allowing them to fill gaps in their schedules and increase engagement with potential customers. The platform also helps ensure that accounts receive consistent attention by enabling users to flag accounts that have not been visited or had new opportunities created within defined timeframes such as 90 or 180 days. Because Geopointe is included in the onboarding process for new hires, sales representatives quickly adopt it as part of their sales technology stack and use it to improve productivity from the start.