Posted by Paul Anderson
Learn why your sales team needs a mobile CRM NOW
There’s no better technology than mobile CRM for sales reps. They give what we call the ‘competitive edge’ to the sales professionals. This advantage comes from the simple fact that the sales reps get access to company resources on-the-go. A sales rep with a mobile CRM solution has virtually no limit to the amount of data he can access.
But still many companies have not adopted the mobile CRM solutions for their sales force. As a result – their sales team is lagging behind the monthly sales quota. Sales figures are low and the agents are dropping the ball frequently.
Do not believe? Here’s a look at seven pointers that show how mobile sales reps are better prepared than non-mobile counterparts:
1. Lead Records
Your sales rep is scheduled to meet with three clients today. He reads about all the three clients’ before leaving the office. If he gets confused (most likely) he checks in by calling in at his department.
Sales Rep is headed into a meeting with three very important potential clients. Before every meeting, he brushes up on the account details and recent activity, straight from the phone over the cab ride. No hassle of calling in someone to update the information. The information is available (literally) in seconds.
Your sales reps in the middle of a meeting:
Great Clarke, then I’ll go back to office and email you the deal closure papers. Review, sign and send it (by email or fax) back to me today so that we can start working upon the project ASAP.
Sales reps don’t have to wait until they are back in the office to send over the paperwork. On the spot itself, they can email the deal agreement and get it reviewed and signed from the client through the mobile device. No hassle of painful faxing.
While conversing with the client, sales reps often need to produce their company collaterals. With your sales reps this means mentioning about the document, going back to office and then sending it to the client for reference.
For mobile sales reps, there is no need to send the collaterals in a follow up email. Using the mobile CRM, they can access their company’s library of resources and showcase or send documents right from their device. So basically, sales reps with a mobile CRM always have 24×7 accesses to the most up-to-date selling resources.
Your sales reps work in siloed departments with practically no information sharing between processes. Consequent of which, making up-sell or cross-sell becomes hell lot of task. While the reps have the existing customers list, they do not know the level of service provided to them. So calling in customer A for cross-sell who has registered a product complaint one week back is definitely not a good move. Right?
Well, this is just one of the examples. Your sales team might have several experiences of similar kind in their kitty.
Equipped with a mobile CRM solution, sales reps have access to collaboration tools that allow them to communicate with their entire company for expertise and advice. So if they are planning to visit any of the existing customers, they can check in the exact service status of the customer in the CRM. In addition, if required, they can use the CRM to collaborate with partners and employees across departments to simplify workflows, capture new ideas and share winning practices that speed up cross selling and up selling opportunities.
So dear reader, if you are a business entrepreneur or head of a sales steam, implement mobile Customer Relationship Management Solutions and see yourself how your sales force performance soars high in the next quarter.