iPads: Changing the Sales Game

Sales operations and enablement teams are constantly looking for new and compelling ways to equip their sales force to better service customers. Many sales organizations are experimenting with mobile solutions—like smartphones and tablets—useful in reaching reps on-the-go. Reps use their tablets for a number of tasks such as presenting sales collateral, reviewing account and pipeline information, communicating with customers and internal stakeholders, and preparing for sales calls.

The iPad in particular has garnered much attention in the tablet technology space. The tablet’s popularity is reflected in the fact that 75% of surveyed organizations using tablet technology use the iPad.

In our recent brief, “Deploying iPads to the Sales Force,” we profiled four members with an iPad-enabled sales force to hear their story of deployment, challenges, and successes. As companies approach the deployment decision, and subsequent planning process, there are a number of factors to keep in mind. We asked our profiled members the following questions about their iPad deployment experience:

How and when did you deploy iPads to the sales force?
What type of iPad training and IT support do you provide to salespeople?
What apps and accessories do you recommend or require for sales force iPad use?
What is the primary use of the iPad?
Do you have any advice to offer on iPad deployment based on your experience?

Some of the most important elements of the profiled members’ programs were: initiating a pilot program to uncover potential stumbling blocks, developing training (formal or informal) for iPad users, and enabling reps access to the organization’s internal programs, services, and tools. Profiled members also identified ensuring security, while simultaneously allowing access to CRM, email, document storage, and secure network services as a key challenge in the successful deployment of tablet devices.

CEB Sales Members, review the full report, Deploying iPads to the Sales Force, and use the company profiles to validate or compare your organizations’ iPad deployment plans.

Featured Resources:

Using iPads and Tablets as Sales Tools

Top iPad Apps for Sales

iPads and Other Tablets as Selling Tools: Member Perspectives