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Sales Mobility for Better Business Performance

With continuing advancement in mobile technologies work habits are rapidly changing. Mobile devices at work have made more employees escape the rough physical constraints of office environments. A current survey data provided by International Data Corporation (IDC) Worldwide Quarterly Smart Connected Device Tracker suggests shipment of more than 318 million phablets in 2015. This figure has surpassed a forecast of 233 million tablets’ shipment. The huge gap suggests another prediction made by IDC stating – phablet, tablet and Smartphone device sales figures will grow to 75.6% by 2018. Currently sales teams are better equipped than before, but a rise in effective sales mobility indicates to a number of factors:

Sales Enablement

47% percent of world class organizations have reported access to rich content by sales representatives. Content accessibility enhances prospects and capabilities of specific sales situations and strategies. This means providing fast and easy access to contextual and relevant content to sales reps. Providing information access makes individuals grow and engage themselves in boosting an organization’s sales capabilities.

Bridging of gaps between IT and business

Days of Software updates and delays are disappearing fast. With sales force mobile apps the business world is empowering itself. Stratix Mobile applications are significantly helping field sales companies to introduce workforce mobility that successfully positions cost savings, optimization of mobile workforce, field sales report generation and business agility. End-to-end mobility solutions for effective customer service, enhanced workflow and operational efficiency create the stepping stones of huge success for sales. Significant results in the areas of sales revenue, investment scalability, customer responsiveness and overall efficiency of sales units are achieved with help of mobility in sales force.

Complete Solution Integration

What differentiates an A-list company from an under achieving one is the huge gap between CRM and sales intelligence. This gap needs to be bridged.  The only solution lies in integration of sales intelligence and existing CRM platform. Once these two entities combine success in sales evaluation is achieved. All Transitions must be carried out easily in existing software platforms. Solution integration brings in sales enablement.

Comprehensive Sales Coaching

Sales coaching are persistent efforts. Companies that ride on success drives usually provide goal-specific and real-time sales coaching. Organizational sales coaching rely heavily on sales assets and marketing dynamics. Mobility in sales becomes successful on the basis of commercial landscape, in-depth knowledge of customers’ social, commercial and political backgrounds, data and context of client bases.

Enterprise mobility does not imply a sales team simply equipped with an iPad or an iPhone. Sales individuals’ jobs must be effectively channelized. The technology tools provided to them must fetch the right kind of information and business enablement.

In B2B mobile strategies must be implemented and acted upon rightly. Poor mobility support will make it difficult to ensure sales support resource engagement. Sales reps must have easy access to CRM data or else time will be wasted in updating data. This will reduce selling time and efficiency of sales forces.

With the emerging cloud based analytics platforms, sales individuals have started finding it easy to establish sales practices, sales processes and related sales content in the sales applications. This has given rise to predictability and rise in potential closing of businesses. Knowledge sharing, contextual data estimation, reasoning and setting up in-depth sales strategies are part of sales coaching. Smart industry related sales force apps will be a guiding light in setting up business efficacy.

Integration with back-office operations and systems for diversification of business processes

Sales force acts as the front end of a business entity while operations and back-office act as the back-end of the organization. There must be a fine line that connects the dots between these two ends. Seamless integration of back-office systems will make way for successful business processes. Mobility is the only way to achieve this. Processes that need integration (mobility) and overall diversification are:

1. Order Management
2. Account Management
3. Warehouse Inventory
4. Sales Analytics
5. Messaging
6. Product Catalog
7. Expense Management
8. Time Management
9. Payment Collection
10. Route Management
11. Performance Metrics

Making CRM more mobile and accessible

Key components of CRM data include leads, account information, sales forecasts, customer information, business calls’ information and leads. Implementing these data for enhancing sales mobility will introduced an effective sales-environment and a powerful integration of workplace operations. CRM mobility would invariably bring in success for sales mobility as they work hand in hand.

Apps must be easy to adopt

Sales mobility will help your sales team to produce more results by putting fewer efforts. Utilizing mobile apps (which have fullest potential to achieve sales targets) will lead you to an easy territory. Apps are easy to access and operate. In order to influence sales figures adopt the right app for your sales team. Some of the determining factors in choosing an appropriate sales app are:

1. An app must be built to provide exact information on sales history, customers, leads and provide useful insights.
2. User interface must be easy to operate and useful. A sales rep must be able to benefit from the interface while he/she is on the move.
3. Must be developed so that it is operable across multiple devices such as Smartphone, laptops, tablets and phablets.

Few Beneficial Apps for a Sales Rep

Sales reps are mostly on the move, making cold calls or paying client visits. Apps must enhance their time management. Useful apps must optimize their sales time spent on travelling. Achieving good sales figures will require effective sales forecasting and tracking which are provided by the following business/sales oriented apps:

Doc Scan

You can simply take shots of a document or an image and make a smart PDF or a JPEG out of them.

Evernote

Meetings and conferences call for jotting down of notes. You can create to-lists, take notes and tag them by location and place memos on reminder. Evernote does a wide array of tasks while you intently attend your business meetings.

eSignature app

Allow your prospective clients to sign (after committing to a contract between him/her and your organization) on your corresponding document. Organizations using Adobe EchoSign or DocuSign can benefit greatly. Sales reps can enable their business prospects anywhere and at anytime with eSignature app.

CamCard

Sales people often tend to lose their business prospects due to time constraints, unavailability of contact/business cards. CamCard comes as a saviour as it digitizes information (presents contact information) with a photo and saves the information to your phone’s contacts.

Mind Tools

This app allows users to develop their business skills by reading small articles on communication, leadership, problem solving, practical creativity, project management, team management, stress management, strategy tools and decision making.

Perseverance, effort and disappointment are a significant part of sales. Enabling sales mobility increases profit based metrics within an organization. Online meetings, presentations and reports will enhance sales rep’ engagement, thus driving business processes towards revenue growth.

Read Also: Enterprise Mobility Solutions for HR