Let's discuss the answers to some common questions around mobile sales enablement:
- What is it?
- Why is it important?
- How can you get started?
- What mobile tools are available today?
What is Mobile Sales Enablement?
Just as sales enablement, in general, has been defined as the "process of providing your business' sales team with the resources they need to close more deals," mobile sales enablement is that same process within the specific context of mobile devices, such as tablets or smartphones. Basically, mobile sales enablement empowers your reps (and your field reps in particular) to perform at their highest level.
Of course, mobile sales tools are a huge part of enablement. These are applications that "can be accessed anytime, anywhere, on or offline, and on any device to support sales processes."
User-friendly, intuitive enablement platforms can support your sales reps as they interact with prospects (either in person or virtually). These tools can:
- Make content management and sharing easy for reps
- Promote and facilitate good internal communication
- Automate certain routine tasks and activities
- Deliver effective training
Best-in-class mobile sales enablement platforms should provide reps with an "intelligent" solution to the challenge of managing content day after day. (For instance, many tools regularly update their content feed for users, according to parameters set by the company.) They should provide an intuitive, clean, as well as crisp UI experience. They should also offer the capability of seamless integration with other tools that your team uses each day. Of course, they should also allow for offline access when the Internet is not readily available. (Yes, that does happen sometimes!)
Why is Mobile Sales Enablement Important?
It's no secret that mobile devices have exploded in popularity over the past 10 years or so. For instance, one 2015 study reported a huge increase in global media tablet sales from 2010 to 2014. That's from 17 million to 226 million units sold. And since then, mobile devices have only expanded their reach.
The company that conducted the study mentioned the above-named sales automation, presentation, as well as ordering systems as the #1 commercial business application category for tablet devices. In other words, sales enablement. Not much has changed since then. Organizations that use mobile sales enablement tools tend to perform better in terms of reps meeting their quotas, maintaining high productivity, as well as closing deals with prospects.
How Can You Get Started?
There are a few steps you can take to begin your journey toward mobile sales enablement. They are:
Ask your sales team some penetrating questions.
You need to step back and examine your current sales process in its entirety. What do current interactions look like? Where are the bottlenecks in the process? Do your sales reps have the mobile tools they need to generate awareness and interest and help move prospects towards a final decision more quickly? If not, where are the gaps? Instead of "rethinking the wheel," your goal should be to identify areas that need streamlining.
Perform a communications audit.
Examine the marketing materials that your sales reps currently have in their repository. Then, compare that content to what your reps are actually saying when they're interacting with a lead. If there are discrepancies, determine if a mobile enablement solution can fill the need.
Get feedback from your marketing department.
Ask your marketing team how mobile enablement could help their core message get through to the end customer. See if they have any suggestions on how to encourage increased engagement from the sales team.
Once you've taken these preliminary steps, you can start looking for a mobile sales enablement solution that will address all of your needs in an effective manner. This brings us to...
Examples of Mobile Sales Enablement Tools
It would take up way too much time and space to provide a detailed list of all the enablement tools available on the market today. That being said, here are just a few examples of mobile tools as well as platforms that can help your sales team get to the next level.
Brainshark is a mobile-first training platform that can be easily integrated with other platforms and CRMs. It allows for easy content creation and sharing and features advanced analytics that can provide key insights into your team's performance.
As the name implies, DocuSign's mobile solution empowers you and your clients to sign key documents from anywhere, track them, as well as organize them across an intuitive user interface.
Many sales teams use PandaDoc to streamline their workflows, gather insights from customer interactions, as well as automate many routine aspects of closing a sale. PandaDoc is also a great enablement tool for managers who want to keep tabs on their reps' individual activity and performance.
Hoopla is a "motivation and recognition platform" designed to promote friendly competition among your sales reps. It enables managers to create mobile-friendly leaderboards for special contests, which are visible to all of the participants from their tablets or smartphones. Hoopla can also be integrated with your CRM to recognize achievements in real-time.
Of course, we can't forget the mighty Zoom! The famous video conferencing platform empowers your team to hold productive meetings, collaborate, and follow up on leads 100% remotely (if needed). In the context of mobile sales enablement, Zoom offers a great measure of flexibility for busy salespeople with full schedules.
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Mobile tools and platforms will continue to grow in popularity for the foreseeable future. (Who knows? One day "desktop computers" may go the way of the rotary phone!) If you haven't already, consider how to incorporate these mobile tools into your overall sales enablement strategy in ways that make sense for your business. And if you need any help, make sure to reach out to our team of sales enablement experts at OverGo Studio today for a free consultation. We'd be happy to answer any questions you have!