Map My Customers Study of 172 Field Reps Ties Daily Route Planning to 73 Percent Higher Quarterly Revenue Growth

Field sales managers have long guessed at what their best reps do differently once they leave the office. A new study puts numbers on it. Map My Customers, which makes a field sales app, worked with NYU visiting researcher Sumedha Rai to track 172 outside reps at Jasper Engines & Transmissions over two quarters, and released the results on November 10.

The top performers averaged $83,500 in quarterly revenue growth. Lower performers averaged $48,200. That’s a 73% gap.

Habits, not territory

The study’s claim is that the gap didn’t come from bigger territories or better accounts. It came from how reps ran their days, measured through the app on their phones.

The habits that stood out were route planning, saving account filters to plan visits, and logging check-ins at each stop. Taken together, daily mobile habits like these predicted whether a rep’s quarterly sales would rise or fall 78.7% of the time.

Jasper is a sizable test bed: a remanufacturer with about $1.1 billion in revenue, more than 4,100 employees and 53 branch locations. Its reps call on repair shops and fleets, the kind of route-heavy selling where planning matters.

The study ends with practical advice for sales leaders, including building playbooks around what top reps actually do each day and coaching the rest of the team toward those routines.

Read the fine print

This is useful, and it has limits worth stating.

It’s one company, in one industry. The habits were measured through Map My Customers’ own app, so the study naturally finds that using the app well goes with selling more. And the link is a correlation. Organized reps may plan routes and log visits because they’re good at the job, not the other way round.

None of that makes the finding wrong. Disciplined routines probably do help. A sales leader should treat it as a reason to look at their own reps’ habits, not as proof that buying a routing app will lift revenue 73%.