Professionals such as sales and marketing personnel who have to be on the street for a good part of their day are frustrated by functional or administrative tasks that require access to a computer. Travelling modes are not always conducive to working on the go with a laptop sized device so a lot of time that could be spent productively ends up getting wasted. In fact, one of the main factors that reduce the productivity of sales and marketing employees is that there’s always too much to do in too little time.
Business studies (conducted by CMO Council and CSO Insights) find that over 50% salespeople do not use the company’s CRM tools as much as they should. Nor do they use 90% of sales materials created by companies at a high cost of investment. With investment costs expected to rise in the next year and a greater emphasis on content creation and distribution for quality customer service, these facts are worrying.
A study by SEC Solutions reveals that only 30% of a sales rep’s time goes in selling. The rest is taken up by various pre-selling activities such as creating a sales pitch, preparing sales materials, following up with prospects, filling in administrative reports and other operational tasks. Clearly, sales professionals are unable to spend more time on what they do best because of side responsibilities.
These reasons are propelling businesses towards mobility – developing a mobile strategy to empower and enable sales and marketing personnel; productizing their time spent on the road or in the air. As smartphones and tablets are conveniently accessible, light, and ‘always on’, they are perfect travelling partners for mobile workers.
With mobile solutions, businesses can enable real time access to correct sales assets for sales reps, anytime, anywhere and on demand. This kind of accessibility and availability can not only advance sales, reveal cross selling avenues, ensure timely follow up, and increase conversions but also create long term ROI via trained and updated staff, higher retention, conformance to sales processes, and customer confidence.
According to a Mac Observer study conducted in April 2012, over 94% of Fortune 500 companies are testing iPads for enterprise use. Many of them have already equipped their sales and marketing staff with enterprise iPads, with over 30% sales reps using their mobile devices for business purposes. Early adopters of tablets and mobile technology are already ‘generating top and bottom line business results from their investment in mobile sales enablement programs,’ particularly in areas like revenue growth, sales effectiveness and customer experience, according to a report published by Profitable Channels.
Mobility creates an ease of access that is encouraging sales reps to leverage tools and information provided to them by their companies. For example, sales reps can easily show product demonstration videos to customers on their iPad in seconds, connect with peers and SMEs in real time to address queries and discuss offers, close a deal and place orders instantly during a client meeting.
As business outcomes across the globe are hit by a slow economy, enterprise mobility creates opportunities for businesses to enhance performance, improve revenue and save costs. While sales reps can increase sales and build customer relationships with the help of mobility solutions, marketers can continue to perform productively with lightweight mobility solutions that emulate desktop solutions as well as include mobile specific capabilities such as geo-tagging, location based targeting and more.
So, eager to learn why your business MUST take notice of Mobility ? Or want to decide which app is a right fit for your business? Download your choice !