Is Mobile Changing the Rules of Sales Engagement?

The use of web, and now mobile, is changing the way customers make decisions. Real-time access to product information, multiple options, user reviews, and price comparisons has customers moving through 57% of the buying cycle before they interact with suppliers.

To meet real-time customer demands and increase efficiency, sellers often download different apps on office or self-owned mobile devices. Increasingly, sales organizations too are recognizing the value mobile support provides to sellers in the field. In fact, a recent SEC survey shows that 75% of sales organizations are either already using tablet technology or plan to do so within the next 12 months.

As part of our upcoming research on Mobile Sales Support (take our short survey), the SEC identified a few key mobile capabilities companies use to improve sales performance in the field:

Task and Schedule Management: Reps can save time and improve the sales experience by handling time-consuming, administrative tasks such as order management, accessing sales collateral (e.g., presentations) and schedules on-the-go, all in real-time.
Real-Time Availability of CRM Data: Reps can inform customer management decisions by accessing relevant customer data on account management, lead management, sales performance, and analytics or by participating in social CRM in real-time.
Access to Business Intelligence and Sales Analytics: Reps can inform the sale by accessing business intelligence on customer accounts. Similarly, managers can get greater visibility and strengthen their decision-making abilities through performance dashboards.
Customer Collaboration and Interaction: Reps can share deal or product information with customers through interactive activities, such as e-detailing (e.g., sales presentations, product videos), collaboration (e.g., meetings, visualization), and ROI or benefit modeling.
Information Exchange and Remote Coaching: Reps and managers can drive internal learning through real-time peer knowledge exchange using internal idea exchange platforms like Salesforce Chatter and conduct remote rep coaching for skill development.

How are you using mobile sales technology? What’s your experience been?

SEC Members, participate in our short survey to benchmark your mobile sales capabilities. Also, read more on the Top iPad Apps for Sales and Top Apps for CRM.