Sales Route Planning: How to Get More Sales Visits Done in Less Time

Sales route planning is no longer just a map and a marker – it’s a competitive advantage.

If you’ve ever watched your sales reps spend more time behind the wheel than in front of customers, you’re not alone. Between inefficient routing, last-minute schedule changes, and missed high-priority clients, a lot of valuable selling time gets lost on the road.

And when you’re managing a field sales team – whether in CPG, wholesale, or distribution- every minute counts. The difference between a productive day and a missed quota often comes down to how well routes are planned.

Let’s dive into what sales route planning really is, why it matters, and how the right tools can help your team cover more ground in less time – without burning out.

What is Sales Route Planning?

At its core, sales route planning is the process of mapping out the most efficient path for a sales rep to visit multiple clients or accounts in a given timeframe.

But it’s much more than simple navigation. While GPS apps can tell you how to get from point A to B, they don’t help you decide which clients to prioritize, when to visit them, or how to structure a day for maximum impact.

Strategic route planning takes into account:

• Account importance and sales potential
• Appointment times and service windows
• Geography and traffic patterns
• Reps’ available hours and existing commitments

Done right, it helps your team avoid zigzagging, reduce travel fatigue, and spend more time doing what matters – selling.

Why Sales Route Planning Matters

When route planning is treated as a strategic sales tool, the benefits go far beyond logistics:

✅ More customer visits per day
Optimized routes reduce travel time and increase selling time.

✅ Lower travel costs
Efficient routing cuts down on fuel usage, vehicle wear, and unnecessary miles.

✅ Improved customer satisfaction
On-time visits lead to better relationships and repeat business.

✅ Higher productivity for sales reps
Less windshield time = more time to build pipeline and close deals.

✅ Better sales operations decisions
With route data, managers can identify bottlenecks, gaps, or missed opportunities.

Example: A CPG brand with 10 field reps cut their average drive time per day by 30%, freeing up an extra 1.5 hours per rep—just by using route optimization software.

Top Challenges in Sales Route Planning

Despite its importance, many teams still struggle with:

❌ Manual planning takes too long
Spreadsheets and Google Maps can’t scale with growing territories.

❌ Lack of visibility into rep schedules
Sales managers don’t always know who’s visiting what and when.

❌ No real-time updates
Last-minute cancellations or urgent visits disrupt the whole day.

❌ Missed high-priority clients
Without prioritization, key accounts fall through the cracks.

❌ Too much time spent driving
When reps are behind the wheel instead of in meetings, revenue suffers.

These issues point to one thing: the need for smarter, tech-driven tools.

How Tools Improve Sales Route Planning

Enter: sales route software.

Today’s route optimization tools don’t just show directions—they think ahead to plan smarter, faster, and more profitably.

Features to look for:

• Auto-generated optimal routes: Save time by instantly creating the best path for the day.
• Territory mapping: Assign and balance routes by region, rep, or customer value.
• Priority-based planning: Focus on high-value accounts or time-sensitive visits.
• Real-time updates and rerouting: Adapt quickly when plans change.
• CRM and order data integration: See visit history, orders, and notes in one place.
• Mobile app for reps: Access routes, update notes, and mark visits on the go.

Spotlight: Home Depot

Home Depot faced challenges with managing deliveries and field sales across multiple locations. Inefficient route planning led to delays, customer complaints, and higher costs. By adopting route optimization software, Home Depot prioritized high-value customers and reduced travel time, resulting in a 20% decrease in fuel costs, improved delivery times, and increased customer satisfaction. This efficiency allowed sales reps to focus more on key tasks, driving growth.

Spotlight: PepsiCo

PepsiCo struggled with inefficient route planning for its large sales team, leading to missed opportunities and higher costs. By using route optimization software, PepsiCo improved scheduling, enabling dynamic rerouting and faster service. This boosted route efficiency by 30%, giving reps more time to engage with customers and ultimately increasing sales and customer satisfaction.

👋 Meet SimplyDepo

SimplyDepo was built for mobile sales teams that want to do more with less. Our platform helps field reps plan their days, reduce idle time, and hit more client touchpoints—with less hassle for managers.

With real-time visibility and automated route optimization, your field team can stay focused on closing deals, not chasing directions.

Tips to Improve Your Sales Route Planning Today

Here are five quick wins to start streamlining your sales routes:

📍 Set clear visit priorities: Rank accounts by value, urgency, or visit frequency.

🗺️ Group visits by geography: Reduce zigzagging by clustering stops.

🔁 Review routes weekly: Update based on rep feedback and performance.

🔗 Use integrated software: Choose tools that work with your CRM and order system.

📊 Track performance: Measure route efficiency and adjust dynamically.

Sales Route Planning is a Growth Lever

When your reps spend less time driving and more time selling, your bottom line improves.

Sales route planning isn’t just a logistical chore—it’s a strategic growth lever for field sales teams. Whether you manage 5 or 500 reps, optimized routing is key to covering more accounts, building better relationships, and hitting revenue goals.

See how SimplyDepo makes sales route planning effortless.
[Book a demo] or [explore our features].