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 timetrying to convince the doctors that the bone density scanners are really goodfor them. His legendary struggle has been immortalized by the movie thepursuit of happiness. However, that was the 80s. People had time. In todaysfast paced world, you need to be quick on your feet. Face time with customerscomes at a premium. You need to empower your sales staffto take decisions in real-time.
Mobile technology has revolutionizedthe field sales. It has empowered the field representatives with a secureaccess to data that can be leveraged on site. This provides better productivityand efficiency. Field sales reps now dont have to travel with bulky laptopsand worry about Internet connectivity. Smart phones and tablets have changedthe way they work throughout the selling process.
Here are a ways to empower yourfield sales through good use of mobility:
Smartphones and other mobiledevices: Gone arethe days when field sales rep used to reach out to his bulky laptop during themeeting. These modern, thinner and lighter mobile devices have replaced thebulky laptops. The adoption of smartphones and tablets has enabled the fieldrep to sell more efficiently.
The salesreps now dont have to carry any product manual or files physically since theyhave all the information needed for their meetings like presentations, factsand figures, videos, customer details etc in their mobile devices with just apress of a button.
Data isstored on cloud which means that it can be accessed anywhere anytime with amobile device and can be shared with the team members with ease.
Real time access to information: Earlier without real timeaccess, paper forms were used and data was captured manually in the field whichhad legibility issues and led to a high volume of errors. Also, the informationmoved very slowly throughout the system which reduced productivity.
Today, with mobile workforces require up to theminute access to the information, work order on the customer site. The realtime information access enables the sales rep deliver presentations, monitordeals and offer improved customer service.
Be it an existing client or a prospect, they expecta seamless presentations, high quality live demos, videos and the best of thecustomer 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 inand access the documents and collaterals that will help them in front of thecustomers. Having the marketing collaterals like case studies, promotionalvideos, and customer feedback etc. can really help a sales guy on the groundconvince a potential customer of the superiority of their product / service.
Further, entire proposal process canbe managed through a document - sharing platform on the cloud, where the submissiondocuments can be uploaded and modified in real time. This allows for on timesubmission, and better version control.
3. Distributed teams management: Unlikebefore, team selling is very important today. In the past, reps workedsolely and rarely accessed the content created by other reps. Today, with all the sales material in acentrally cloud based location allows sales reps to collaborate and access andshare content. This keeps them connected to the rest of the organization.
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