In order to succeed in the New Year, companies should look at getting a mobile sales enablement platform, if you already haven’t done so. Many organizations will just get the basic; low tablet selection and risk investing in resources in technology that do not deliver to their sales teams.
The best mobile sales enablement platforms will transform the customer experience and the sales experience. If your company choses this option, you’re in luck! Having this program and using the new mobile innovations, it will improve your sales performance, reduce sales costs, shorten the sales process and many more additional features.
Arranging a mobile sales enablement strategy is somewhat innovative. To have a strategy work for your company there needs to be a clear path set that meets the needs and requirements to lead to the road of success. Your company needs to envision your sales performance so that it is geared towards the eyes of your customers. Here are 4 steps to get you started.
- Outline where you want to go. If your company starts with a bottom up approach there is a good chance that you will risk spending all of your money in technology and your sales productivity will take a dive. It is essential that you define where you want to go before others do. First you can outline your role in the customer buying process. Get creative and think of ways that you can make your customers experience more compelling, faster and convenient. Invest in tablets to have full control over the sales process and document the sales process improvements that you would like to accomplish. Know that the most effective mobile sales enablement programs are actually effective. Make your goals big; like have shorter sales cycles, spend less time on sales content and increased selling time.
- Understand where you are. Start by creating an inventory of all of your sales content including videos, demonstrations and proposals. Knowing what you have to work with and what you have already spent money on is the first step of the process. Don’t forget about case studies and customer testimonials. Having these assets compiled will help you get big returns on your mobile sales enablement investment.
- Recognize opportunities. Unfortunately not all of your sales content will be useful for your sales team. You have to align your sales content assets with your buying process in order to solve this problem. Identify existing content that can be reused and identify any gaps in your content that you will need to fill to have complete sales content on your tablet.
- Construct your roadmap for success. Enable sales with mobile technology by outlining your business requirements. Reconfigure sales content so that it’s easier to deliver and present on tablets. Get marketing and IT on board, to include them in the process will only help you reach your goals. Get your investment plan in place to direct future development and deployment of your mobile sales enablement solution.
This New Year is a perfect time to put your mobile sales enablement platform in place. With these four easy steps it will re-engineer your sales process, reshape your sales content and redesign your sales experience. If you focus on these core values you will get the greatest return on your tablet sales program and provide your clients with the best experience.
Google+ Tara Anderson
http://www.apperian.com/tabtimes-tablets-in-sales-getting-to-yes-faster/
