Chris Gardner spent a lot of time trying to convince the doctors that the bone density scanners are really good for them. His legendary struggle has been immortalized by the movie “the pursuit of happiness”.
Chris Gardner spent a lot of time trying to convince the doctors that the bone density scanners are really good for them. His legendary struggle has been immortalized by the movie “the pursuit of happiness”. However, that was the 80s. People had time. In today’s fast paced world, you need to be quick on your feet. Face time with customers comes at a premium. You need to empower your sales staff to take decisions in real-time.
Mobile technology has revolutionized the field sales. It has empowered the field representatives with a secure access to data that can be leveraged on site. This provides better productivity and efficiency. Field sales reps now don’t have to travel with bulky laptops and worry about Internet connectivity. Smart phones and tablets have changed the way they work throughout the selling process.
Here are a ways to empower your field sales through good use of mobility:
Smartphones and other mobile devices: Gone are the days when field sales rep used to reach out to his bulky laptop during the meeting. These modern, thinner and lighter mobile devices have replaced the bulky laptops. The adoption of smartphones and tablets has enabled the field rep to sell more efficiently.
The sales reps now don’t have to carry any product manual or files physically since they have all the information needed for their meetings like presentations, facts and figures, videos, customer details etc in their mobile devices with just a press of a button.
Data is stored on cloud which means that it can be accessed anywhere anytime with a mobile device and can be shared with the team members with ease.
Real time access to information: Earlier without real time access, paper forms were used and data was captured manually in the field which had legibility issues and led to a high volume of errors. Also, the information moved very slowly throughout the system which reduced productivity.
Today, with mobile workforces require up to the minute access to the information, work order on the customer site. The real time information access enables the sales rep deliver presentations, monitor deals and offer improved customer service.
Be it an existing client or a prospect, they expect a seamless presentations, high quality live demos, videos and the best of the customer service.
Cloud, in conjunction with mobility, plays a major role in enablement of this data sharing. Creating a SharePoint – like cache of information on the cloud, where the people on the go can log in and access the documents and collaterals that will help them in front of the customers. Having the marketing collaterals like case studies, promotional videos, and customer feedback etc. can really help a sales guy on the ground convince a potential customer of the superiority of their product / service.
Further, entire proposal process can be managed through a document - sharing platform on the cloud, where the submission documents can be uploaded and modified in real time. This allows for on time submission, and better version control.
3. Distributed teams management: Unlike before, team selling is very important today. In the past, reps worked solely and rarely accessed the content created by other reps. Today, with all the sales material in a centrally cloud based location allows sales reps to collaborate and access and share content. This keeps them connected to the rest of the organization.
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