Howard Capital Management (HCM) is a third-party money management firm that partners with financial advisors to help manage client investments. By providing actively managed investment strategies, HCM empowers advisors with data-driven solutions to optimize portfolio performance.
The Challenges
- The internal sales team supporting ten external wholesalers struggled with managing large, multi-state territories effectively.
- Missed appointments and inefficiencies were common due to limited visibility into travel distances and advisor locations.
- Reliance on spreadsheets and basic Salesforce functionality lacked the flexibility and insights needed for efficient territory planning.
Why Geopointe
- Seamless Salesforce Integration: As a native Salesforce application, Geopointe easily integrated with Howard Capital Management’s CRM, creating a unified and efficient workflow.
- Dynamic Territory Planning: Geopointe allowed the internal sales team to map advisor locations and align travel plans, ensuring wholesalers could maximize meeting opportunities within their territories.
- Enhanced Collaboration: Internal sales representatives created shared zones and data sets, enabling external wholesalers to view mapped-out advisors and streamline their outreach.
- Unmatched Support: Howard Capital Management praised Geopointe’s support resources, from a user-friendly help site to responsive customer support, making implementation and ongoing use seamless.
The Results
- Geopointe improved territory alignment, providing clear visibility into advisor opportunities.
- Missed meetings were reduced by optimizing travel routes and identifying nearby prospects.
- Advisor outreach increased by targeting untapped contacts and adding them to call lists.
- Sales teams streamlined planning, ensuring effective territory management across the U.S. and Puerto Rico.
- New hires quickly adopted Geopointe, making onboarding simple and efficient.
