Anyone who has ever been part of a sales team knows that an estimated 70% of closed deals are brought in by 30% of the sales team. These top performing sales reps can make or break a company’s ability to achieve their annual sales goals, but this gap in performance has proven to be a big challenge to overcome. Most sales managers end up dedicating the majority of their time and support to their most valuable reps, leaving outlier reps to fend for themselves. What if instead of perpetuating this sales divide, you could leverage mobile devices as a way to “clone” your best reps resulting in increased productivity, more closed deals and an overall higher performing sales team?
Having been in sales myself, I’ve noticed that the best sales reps follow a proven process, making every prospect and customer feel as if they are receiving individualized attention and are always prepared with the most impactful material needed to supplement their conversations such as:
- Relevant presentations on their iPad or tablet
- Specific use case examples to showcase customer successes
- Detailed product or company information: technology roadmap, key financials, spec sheets, etc.
With these things in mind, sales leadership can explore ways to enable best in class sales processes and reinforce top performer qualities across all reps. How? By facilitating mobile sales enablement via an enterprise grade mobile application.
Immediate & Secure Access to Content
Your sales reps can access content on-demand, at any time. It’s important to rollout an enterprise mobility application that allows for offline access. Lack of a robust and secure internet connection should not become a hindering factor. Sales reps should be able to pitch presentations, switch slideshows, and add in content notes regardless of connectivity status. This helps convenience and contributes to a less anxious sales team.
Integrated Sales Methodologies & Data
By layering the desired sales mythologies within the application’s interface, your sales team can interact with the content in a customized fashion. You can deliver content to your sales reps to reinforce a guided selling approach, layout training, sales content and internal reporting via a portal interface or allow each sales rep to arrange and organize content in their own way.
In addition, enterprise mobility contributes to easier sharing of data and reinforces uniformed messaging. Sales messaging must be closely aligned with marketing messaging, and needs to be easily distributed across disparate sales regions. Pitches and presentations become universally impactful, contributing to a more even playing field regardless of the sales rep’s experience. Sales reps no longer have to rely on self made presentations, dedicate hours to meeting preparation, scramble to find a subject matter expert for those hard topics that may arise in your meeting(s) or overleverage the support of sales leadership.
Sell With Confidence and Ease
Lastly it is important to note that everyone feels a little cooler and a lot more confident when they have what they need, at their fingertips, to be a rock star sales rep. Using your sleek iPad to present your material and navigate through your content elegantly, will have your customers and prospects saying “wow’! The “wow” factor can go a long way when attempting to drive the sales needle forward and certainly doesn’t hurt your existing sales skills.
At the end of the day, it’s a no-brainer to provide your sales team with the resources they need to sell and to allow every rep to be a top performer. Make this goal achievable by leveraging a mobile sales enablement tool, like Mediafly’s SalesKit.
Enable your sales teams to sell more, sell better and keep cool by preventing pre-presentation disasters like outdated or inaccurate content, lack of Internet connection, or last minute needed edits to the sales pitch. Put an end to the 70/30 ratio and strengthen the weak links within your sales team through the implementation of an enterprise sales enablement app.
Why is simply mobilizing your entire CRM solutions not the right approach for closing the 70/30 gap?
Are you looking to roll out mobile devices (iPads, Android, etc.) to your sales reps? How are you planning to leverage this transformational selling tool?
Please leave a comment and let us know what you think!=
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