3 Critical Factors to Increase Mobile Sales Efficiency

Photo | by Victor 1558 | CC-BY

Let’s face it. You’re busy and you’re always on the road. That’s just how it is. But there are ways to access the latest sales collateral, and customer information while still being able to customize them on the fly. Making you better, more efficient, and ultimately a less busy salesperson.

More and more of the workforce is mobile, but being mobile only helps drive efficiency if the right tools and technology are in place. Much like a computer is useless without the software that lives on it, a mobile device is useless without apps that enable you to do your job better. And no, we’re not talking about Angry Birds.  I present to you the 3 critical factors to increase mobile sales efficiency.

Standardized Presentations That Are Easy to Find

The word standardized has usually been synonymous with boring. That’s not always the case. By having set templates (slide layout, design, order, etc.) and source material, it allows you to whip up a presentation that is both on point with your organization’s messaging but that also allows for the right amount of manipulation. It’s also key to leverage a platform that delivers your mobile sales enablement material in an intuitive fashion or that allows customization of your application’s layout so that the content follows your internal sales methodology.

Plug n’ Play Data

In order to create impactful presentations and support your value statements, you’re going to need data. Data about your company or about the prospect that you’re going to make a pitch to. Your mobile sales enablement application should be integrated with your CRM solution so that data can be pulled into your presentation seconds before a meeting. This significantly reduces the amount of time you’ll spend preparing for a meeting and give you the ability to leverage only the data that supports your discussion. Doing this will help you interact with your customer in a personalized way and enable you to outline the specific ways that your product can resolve their pain points – points that aren’t usually apparent before the meeting takes place.

In-App Analytics Are Crucial

So you’ve got your presentation spruced up and they look great. And you can access client information and related internal data no matter where you are, both online and office. Perfect, now what?

Sales and Marketing leadership must know what’s working and what isn’t. Without this key piece, fancy apps are useless. Knowing what their best reps are doing, what content they are leveraging and how the content is being leveraged, are key insights that should be accessible via the apps reporting capabilities.

By being able to answer questions like: “Have these key pieces of information been hitting home. How can we make the data more impactful?” or, “This content hasn’t been working. Can we modify the content to hit the messages we want?” sales and marketing can constantly tweak your materials towards perfection.

What strides are you taking towards standardizing your sales team? Has the lack of the necessary information cost you a sale?