From Missed Nearby Visits to Optimized Day Plans

Our Client’s Backstory

Our client helps sales organizations improve commercial performance through an intelligent CRM platform designed to simplify daily sales workflows. Since CRM systems are often viewed as administrative tools, success depends on driving meaningful engagement among frontline sellers, especially field teams managing customer relationships through in-person visits.

As customer territories became more complex, helping teams prioritize visits and maintain a complete view of customer activity became a critical product need. The platform needed to keep customer data connected, reduce manual effort, and support sellers throughout their daily routines.

As the exclusive engineering partner behind the platform, Klika was tasked with building intelligent product capabilities that transform the CRM from a passive system of record into an active sales companion. That work included Route Planning. This capability allows teams to organize visits, capture activity, and improve sales execution in one place.

The Challenge

Before this initiative, field representatives managed customer visits through fragmented, manual processes, with notes captured inconsistently and planning split across mapping tools, spreadsheets, and individual knowledge. That made it difficult to identify nearby opportunities, prioritize overdue visits, and optimize daily schedules.

• Unstructured visit planning: Field representatives often started their day without a clear visit plan, relying on manual notes or memory. Important customer interactions and visit outcomes were not consistently captured in the CRM.

• Missed nearby opportunities: Reps lacked visibility into high-value customers located near planned visits. This limited opportunities to maximize territory coverage and strengthen customer relationships.

• Inefficient use of field time: When schedules changed or unexpected time became available, reps had no simple way to identify nearby customers and turn downtime into productive visits.

• Fragmented planning across tools: Route planning was managed through external maps, spreadsheets, or personal notes, while customer history and sales insights remained in the CRM. This created friction and made it hard to combine customer priority with geographic context.

• Limited route reusability: Teams had no structured way to create, save, and reuse recurring visit plans that could be prepared in advance and executed consistently in the field.

• Disconnected field execution: Even planned routes lacked an integrated workflow for navigating between stops, tracking visit completion, and capturing outcomes directly within the CRM.

The Result

In the first 90 days, Route Planning was adopted across 20+ customer organizations and 270+ licensed field users, with measurable early usage across planning and field execution.

Production adoption

20+ organizations and 270+ licenses sold within the first 90 days of release, with 170+ saved visit plans and 180+ field route executions completed in the last month.

Structured day planning

Representatives build routes averaging ~6 customer stops, supporting both local daily coverage and multi-day regional trips.

Faster planning workflow

Desk-side route creation replaces fragmented map-and-spreadsheet planning. Typical day planning time drops from an estimated ~25 minutes to under 10 minutes.

Reusable territory plans

Teams create recurring routes (quarterly, yearly, and multi-day territory patterns) that can be prepared once and executed repeatedly in the field.

Improved field data capture

Visit notes and activities are logged directly from the route workflow. Previously, in-person outcomes were often not recorded in the CRM because the process was too cumbersome.

Optimized travel sequences

Automated stop ordering helps reduce unnecessary backtracking on multi-stop days; routing engines typically improve drive efficiency by 15–25% compared with manual stop ordering.

The Result

In the first 90 days, Route Planning was adopted across 20+ customer organizations and 270+ licensed field users, with measurable early usage across planning and field execution.

Production adoption

20+ organizations and 270+ licenses sold within the first 90 days of release, with 170+ saved visit plans and 180+ field route executions completed in the last month.

Structured day planning

Representatives build routes averaging ~6 customer stops, supporting both local daily coverage and multi-day regional trips.

Faster planning workflow

Desk-side route creation replaces fragmented map-and-spreadsheet planning. Typical day planning time drops from an estimated ~25 minutes to under 10 minutes.

Reusable territory plans

Teams create recurring routes (quarterly, yearly, and multi-day territory patterns) that can be prepared once and executed repeatedly in the field.

Improved field data capture

Visit notes and activities are logged directly from the route workflow. Previously, in-person outcomes were often not recorded in the CRM because the process was too cumbersome.

Optimized travel sequences

Automated stop ordering helps reduce unnecessary backtracking on multi-stop days; routing engines typically improve drive efficiency by 15–25% compared with manual stop ordering.

The Result

In the first 90 days, Route Planning was adopted across 20+ customer organizations and 270+ licensed field users, with measurable early usage across planning and field execution.

Production adoption

20+ organizations and 270+ licenses sold within the first 90 days of release, with 170+ saved visit plans and 180+ field route executions completed in the last month.

Structured day planning

Representatives build routes averaging ~6 customer stops, supporting both local daily coverage and multi-day regional trips.

Faster planning workflow

Desk-side route creation replaces fragmented map-and-spreadsheet planning. Typical day planning time drops from an estimated ~25 minutes to under 10 minutes.

Reusable territory plans

Teams create recurring routes (quarterly, yearly, and multi-day territory patterns) that can be prepared once and executed repeatedly in the field.

Improved field data capture

Visit notes and activities are logged directly from the route workflow. Previously, in-person outcomes were often not recorded in the CRM because the process was too cumbersome.

Optimized travel sequences

Automated stop ordering helps reduce unnecessary backtracking on multi-stop days; routing engines typically improve drive efficiency by 15–25% compared with manual stop ordering.

The Result

In the first 90 days, Route Planning was adopted across 20+ customer organizations and 270+ licensed field users, with measurable early usage across planning and field execution.

Production adoption

20+ organizations and 270+ licenses sold within the first 90 days of release, with 170+ saved visit plans and 180+ field route executions completed in the last month.

Structured day planning

Representatives build routes averaging ~6 customer stops, supporting both local daily coverage and multi-day regional trips.

Faster planning workflow

Desk-side route creation replaces fragmented map-and-spreadsheet planning. Typical day planning time drops from an estimated ~25 minutes to under 10 minutes.

Reusable territory plans

Teams create recurring routes (quarterly, yearly, and multi-day territory patterns) that can be prepared once and executed repeatedly in the field.

Improved field data capture

Visit notes and activities are logged directly from the route workflow. Previously, in-person outcomes were often not recorded in the CRM because the process was too cumbersome.

Optimized travel sequences

Automated stop ordering helps reduce unnecessary backtracking on multi-stop days; routing engines typically improve drive efficiency by 15–25% compared with manual stop ordering.

The Result

In the first 90 days, Route Planning was adopted across 20+ customer organizations and 270+ licensed field users, with measurable early usage across planning and field execution.

Production adoption

20+ organizations and 270+ licenses sold within the first 90 days of release, with 170+ saved visit plans and 180+ field route executions completed in the last month.

Structured day planning

Representatives build routes averaging ~6 customer stops, supporting both local daily coverage and multi-day regional trips.

Faster planning workflow

Desk-side route creation replaces fragmented map-and-spreadsheet planning. Typical day planning time drops from an estimated ~25 minutes to under 10 minutes.

Reusable territory plans

Teams create recurring routes (quarterly, yearly, and multi-day territory patterns) that can be prepared once and executed repeatedly in the field.

Improved field data capture

Visit notes and activities are logged directly from the route workflow. Previously, in-person outcomes were often not recorded in the CRM because the process was too cumbersome.

Optimized travel sequences

Automated stop ordering helps reduce unnecessary backtracking on multi-stop days; routing engines typically improve drive efficiency by 15–25% compared with manual stop ordering.