The mobile sales tool is increasingly gaining adoption across industries, and for good reason:
- 83% of sales reps feel their mobile sales tool makes them appear more professional and cutting edge;
- 72% of buyers appreciate the convenience and fast service mobile sales tools offer; and
- 80% of buyers say that having instant, up to date product information helps to inform their buying decision.
It’s clear that using mobile devices in sales is no longer a “maybe” or “one day” thought. It has become an absolute necessity. Sales reps and buyers alike have voiced their approval, and companies would be acting in their own best interest to oblige.
What Is a Mobile Sales Tool?
Before we get into specifics on how to use mobile sales tools, it’s important to clarify what these tools look like and how they function.
A mobile sales tool can take many forms, from sales apps to online portals to PDF versions of your sales collateral. And, all of this stored on a mobile device.
Think of it as a scaled-down, portable version of what your in-house sales teams are using. The goal of a sales rep is to drive revenue, so they use a variety of tools to turn interests into purchases. This is often accomplished through CRM, catalogs, product sheets, e-commerce websites, order forms, product demo videos, or a host of other information.
Whatever selling tools you’re using, your outside sales team needs an easy, streamlined way to tap into them when facing customers. Mobile devices can replace many of the bulky hardcopy collateral you may be using. Instead, it presents a digitized, easy-to-access resource for sales reps.
5 Habits of Highly Successful Mobile Sales Tools
Not all mobile sales tools are created equal. The main goal is to simplify sales activities. But, there are times when digital sales tools can add complexity to the process, including excessive data entry, time spent searching for materials, and following lengthy workflows.
If you want to get the biggest benefit, consider the following five attributes the most successful sales tools share:
#1 – Real-Time Data
Having all the information you need when you need it isn’t just a benefit – it’s a necessity! Customers need certain information to make informed buying decisions, and if your data isn’t up-to-date, you could miss out on valuable opportunities.
Mobile sales tools should be able to deliver the same real-time data your in-house team accesses. Otherwise, your sales reps aren’t positioned to sell effectively.
#2 – Intuitive Design
Sales tools are only powerful if your teams know how to use them. Intuitive design can streamline tasks like data entry, search, and orders. This gives sales reps more control over their sales meetings and provides better service to your customers.
Spending less time and effort using the tools can shorten each visit and allow reps to make more sales calls each day.
#3 – Seamless Integration
Fragmentation can effectively kill any benefits you gain from using mobile sales tools. When systems don’t cooperate with each other, you risk adding confusion and chaos to your outside sales process.
For example, you may have to spend time entering orders from one system to another, which could result in missing details and order delays.
Your sales tools should integrate with the systems and processes your organization is already using. This not only ensures sales reps have the right data at their disposal, but it also saves time and money by keeping productivity at its peak.
#4 – Offline Capabilities
Internet connections aren’t always guaranteed when a sales rep visits a business. There may be no WiFi capabilities on-site, forcing companies to pay for expensive data plans or forgo using their sales tools when technology doesn’t allow for it.
The best sales tools allow users to work offline when internet connections aren’t present. Content can be forward-loaded onto devices in the event an internet connection isn’t available. This allows sales teams to access company and client data, place orders, record notes, and other sales-related tasks, which can be updated as soon as an internet connection is available.
As a result, sales reps can still deliver value during each meeting, regardless of connectivity. This enables reps to present and sell at all times while maintaining a strong, cutting edge impression.
#5 – Analytics
Studies show that sales companies who use analytics outperform those that don’t by more than 350%. But why?
This could be attributed to many factors, but it points at the fact that companies are using their own data to make informed business decisions. Studies show that analytics allow companies to make faster decisions in their market. They also better understand how each decision impacts other areas of the organization to avoid surprises that could derail your plan for growth.
Analytics from your sales tools are an important piece of the total puzzle. Mobile sales tools can collect myriad pieces of data, such as time spent within the app, content shown to prospective clients, and data collected at each meeting. Companies should use this data to gain deeper insight into the outside sales process and make informed decisions on how to improve interactions and drive revenue.
What Can a Mobile Sales Tool Look Like in Your Organization?
Mobile sales tools take many forms, and their look and function will be as unique as your organization.
In general, CRM remains the most common mobile sales tool. A CRM allows all customer interactions to be recorded, organized, and analyzed, giving sales reps and leaders clearer insights into what’s happening in the field. Managers can use CRM data to see how much time reps are spending with customers, what they’re presenting, how often they’re visiting each account, and other details to ramp up sales efforts.
Mobile sales capability is becoming less of an option and more of a need for companies focused on business growth. As mobile technology becomes more mainstream, reps and customers alike will begin to expect it.
LeadSquared’s Mobile Sales CRM brings all the best features and functions into a single solution. Try it free for 15 days to see how you can empower your outside sales teams for revenue growth.
