Top Mobile Strategies to Increase Sales Productivity…!!
by Nitin Gupta, on Jun 1, 2017 1:22 PM
Ambitious companies targeting top-line growth are continually looking to rev up their sales productivity. The resilient sales team works hard towards that end, but they often face a lot of headwind, which makes the task arduous. The best bet in such situations would be to invest in mobile technology, which would enable a host of benefits such as improved coordination and efficiency in field sales efforts and increased conversion rates. Here we look at TOP mobile strategies that can contribute significantly towards increasing sales productivity.
- Provide spot-on, contextual mobile training: With specialized mobility platforms, the most relevant training can be delivered directly to the sales reps’ mobile devices. The training can be customized to suit specific needs, for example, sharing key insights and information just before an important prospecting call or meeting. Contextual mobile training can be used to deliver updates about products or services, which would enable more engaging conversations with the client or prospect. Sales reps can access such contextual mobile training both online and offline, and it would be a great way to utilize their free time, for instance, when they may be traveling. Customized sales collateral’s and product presentations, based on specific client needs, can also be delivered in real-time through mobile technology.
- Automate data entry on mobile CRM platforms: Most sales teams have started using Mobile customer relationship management (CRM) apps, but updating these is still a huge challenge and there’s also the risk of keying the wrong information. Companies would do better if they invest in specialized mobility platforms that can automate data entry on mobile CRM systems. Such mobility platforms can automatically update important information such as details about the client, client meetings, and other related stuff. It would save a lot of time and effort for sales reps and they can be assured of 100% accuracy. It will also allow them to share such information in real-time with other team members and managers.
- Involve Subject Matter Experts (SMEs): After the introductory sales pitch, the client or prospect may demand more information about the product or service, especially the technical details. Even the most successful sales reps may find it difficult to provide such information, necessitating a follow-up meeting or call with a subject matter expert (SME). However, follow-ups reduce the probability of success and they may be difficult to come by. Specialized mobility platforms can be a great asset in such situations, as they can be used by sales reps to get the needed information directly from the SMEs via text, audio, or video. When the questions asked by the client/prospect can be instantly answered, it would dramatically increase the probability of conversion.
- Leverage Artificial Intelligence (AI): Sales reps can significantly boost their performance by leveraging specialized mobility platforms that utilize machine learning and are powered by Artificial Intelligence (AI). These AI-powered mobility platforms can work as an invaluable digital assistant, performing a wide variety of tasks such as providing key insights, real-time contextual recommendations, content suggestions, meeting/call reminders, etc. AI-powered mobility platforms can efficiently carry out most of the routine, tedious tasks, allowing sales reps to allocate more of their time and effort towards core selling activities.