How to make your sales teams work smarter when on the go

Provide sales staff with the information they need, when they need it

The game of the future is about employee efficiency,

effectiveness and quality - how can my employees react faster,

have improved and quicker access to information,

and can demonstrate high level of commitments to their

clients wherever they happen to be; all through the power

of a computing device in their hands.

S. Krishnan, Executive Director, Price Waterhouse Coopers

Mobile technologies in sales

* White paper on “Mobile Technology in Sales” by Huthwaite Inc.

31.1%

8.8%

46.5%

11.1%

0.7%

1.8%

0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0% 45.0% 50.0%

NO LONGER BOUND TO OFFICE TO PERFORM PC BASED TASKS

MORE ORGANISED

FASTER COMMUNICATION

ACCESS COMPANY DATA RESOURCES

NO BENEFIT

OTHERS

A Huthwaite Survey* shows that faster communication is the biggest benefit of using

mobile technology in sales

Issues of sales teams NOT using mobile sales apps

Need for mobility solutions in sales teams

Companies that did not adopt mobility solutions are facing deeper problems like

– Inaccurate and unreliable forecasts of sales

– Lack of information sharing and synchronization among the field staff

– Unnecessary time spent on duplicate data entry

– Unreliable data to gain business insights

Source: Huthwaite Inc.

89.9%

1.9% 8.2%

YES NO NOT SURE

Huthwaite Survey* shows mobile devices improve productivity

Mobile sales solutions can help you to

• Deliver exceptional, personal service

• Reduce time consuming admin work

• Better informed decisions on the go

• Decrease the number of follow ups

• Make and keep your clients happy

• Use time in the field intelligently

• Get more done in less time

• Build stronger relationships

Benefits for sales teams using mobile sales solutions

Continuous real-time access to relevant data – any time – anywhere can help sales people use time more efficiently, see more customers, and close more deals on-the-spot.

Source: SMB Group Inc.

59%

58%

57%

51%

41%

Improves emplyee productivity Provides better access to information

Enables emloyees to work anytime, anywhere Speeds up response times

Helps to grow revenue

Mobile sales solutions: The facts

• 89% of executives say the use of mobile technologies will be the most important element to their company’s success in the next 3 years (Nucleus).

• 76% of sales teams using mobile business management solutions achieved their quota, as opposed to just 53% NOT using mobile apps (Accenture)

• 74% of top performers fully support mobile solutions (Aberdeen)

• 68% of firms see implementing mobile solutions as a high priority (Forrester)

• 60% increase in customer satisfaction and a 30% increase in productivity over traditional (non-mobile) solutions (Ipsos Reid)

Mobile sales solutions: Best practices

Understand the users’ roles and needsDefine and understand the user groups and activities to support with mobile solutions: the ways employees conduct business, the way they interact with each other, the way they would like to interact with each other, and how the company delivers products and services to its customers.

Determine the objectivesLook for opportunities where mobile sales solutions can deliver immediate benefits to the business. Look for situations where you can integrate a mobile application into the normal execution of day-today business processes to improve productivity.

Define the mobile sales strategyAlign mobile sales initiatives with the enterprise mobility strategy: architecture, user experience framework, devices, applications, security, and governance.

Source: Forrester Research, Inc.

Mobile sales solutions: Best practices

Choose the right technologyAssemble the technology components to support the mobile sales use cases: application type, form factor/device, OS, browser, mobile middleware platform, and Telco provider.

Follow the correct implementation approachFollow best implementation practices for mobile sales technology deployments: define the objectives; assemble the team; define the timeline; prioritize the initiatives; configure for user relevance; and launch the pilot.

Source: Forrester Research, Inc.

Want to find out more?

To find out how MYOB EXO has helped companies like yours, why not read one of our client success stories?

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To learn more about mobile sales solutions download our whitepaper here.