5 Ways Mobile Sales Tools Pay For Themselves
Investing in sales automation software can have tremendous impact on your security company’s profitability. Choose the right solution and you’ll enjoy increased productivity, greater efficiencies and higher sales. Choose the wrong one and it can cost your organization far more than just the price of the software. As a category, mobile sales tools are gaining traction as a solution that’s well worth the investment. Here are five ways they’ll pay for themselves, providing ROI that ultimately translates to increased revenue and greater profitability.
Mobile Sales Tools Save Time & Keep Salespeople Working!
In today’s world, staying connected is essential to business continuity. For salespeople, having to complete you know it; paperwork is a drag. As a sales professional, having to schedule “office time” to get it all done is even worse. Mobile, connected sales tools can help. When you have access to the same resources from your tablet or laptop as you’d have in the office, you can spend more time selling and working from anywhere. For residential, small business sales, and “add-on” sales, mobile selling tools can even help to close deals during a single visit collaboratively on a webinar or, on site in a customer facing visit. Quotes and contracts are generated on the fly, allowing you to strike while the iron is hot and providing a huge competitive edge over the salesperson who needs to “put something together.”
Mobile Tools Facilitate Collaborative Selling and Higher Close Ratios
Today’s web-based site survey and estimating tools provide salespeople a digital canvas on which to illustrate system design and layouts. This is a huge help in creating a collaborative dynamic between you and your prospects or customers. Import images such as: floor plans, maps, schematics or photos to the digital canvas, to visually walk the site and work directly with customers, locating system devices and adding notes as you go. Of course, you can do this in the field or, work collaboratively sharing screens in a Zoom or webinar meeting. It’s up to you and what you need for each sale. When customers feel like you’re on “their team” and have helped them take an active role in developing a solution and investment with you, then your proposal is likely to receive favored status vis-à-vis the competition. Especially when the site survey and system illustration you created together automatically builds the investment and shows up in the proposal!
Mobile Tools Encourage Teamwork & Close Operational Gaps
When internal personnel and the sales team are on the same page, organizational gaps disappear. Sharing access to calendars, leads, quotes and customer information is a beautiful thing. Duplicate data entry is eliminated. Communication is seamless. And everyone works more productively and efficiently, doing what they do best in support of sales and customers.
Inside sales can set appointments, create and pass new leads, update customer information, and easily provide outside sales with the data they need to be prepared before appointments and be effective during them.
There are also benefits heading in the opposite direction. Outside sales can provide immediate updates on project requirements, customer feedback, meeting notes and other information that allows inside sales to get cranking on follow-up with no time wasted.
Sales engineering and management can keep pricing current, review and engineer estimates, automate approvals, and have complete visibility of the sales world in real-time. Winning sales proposals and job creation is an automated process allowing finance and operations to continue the workflow for project delivery and support. Mobile sales tools can transform sales and operations teams into a well-oiled machine.
Mobile Tools Reduce Errors & Omissions in Quotes
Accurate quoting requires accurate documentation. Mobile tools help make sure you “get it right” by letting you take thorough notes on site or during meetings, rather than relying on your memory, after the fact. In addition to detailed site drawings, which we just mentioned, mobile sales tools can allow for salespeople to document special needs or customer concerns as they’re discussed, entering them directly into the sales file with no need for re-entry later. Even better? Features like a centralized customer, parts and services database ensures the right products and services are quoted at the right pricing. Mobile talk-to-text features can allow salespeople to dictate their notes, rather than type them, either during meetings or immediately afterward, before moving to the next appointment. Notes are immediately available to inside sales and other teammates assigned with follow up research or next steps, including working up a quote, as they have all the information they need to proceed with complete accuracy.
Mobile Sales Tools Help Attract, and Retain, Top Sales Talent
For the under 30 crowd, the smartphone has been an indispensable, all-purpose tool since before reaching adulthood. Today, millennial’s use apps and connected process for everything and prefer it that way. Dropbox, LinkedIn, SharePoint, Outlook, Evernote, Zoom, Skype, Slack, Venmo…these enterprising workers can run their entire professional, as well as personal, lives from their phone, iPad and other mobile devices. And, as a generation that has grown up connected through mobile technology, they have little patience for some of the more traditional trappings of the workplace – like frequent meetings, endless emails, and a culture that prioritizes in-office facetime.
Mobile sales tools empower young sales talents to excel by allowing them to work in the style that they’re most comfortable and most proficient. They demonstrate that your organization values their time and contributions, and that you are invested in their success. The alternative – to not offer such tools – is to encourage these salespeople to find their own ways of leveraging third-party mobile apps – which they will – and when that happens, you lose consistency and control of the sales process. Each salesperson will gravitate toward the tools they like, and not only will management have no visibility into a large percentage of their salespeople’s day-to-day activities, the entire process, pricing and solutions offerings become de-centralized losing invaluable time and adding tons of risk.
Bottom line…providing mobile sales tools keeps young, top sales talent happier, more productive, more compliant with office protocol, and less likely to job hop.
Mobile sales tools benefit your entire organization, not just the salespeople who use them. Yes, they allow salespeople to spend more time in customer-facing meetings and less time dealing with administrative headaches. But they also allow your entire organization to work more seamlessly together with sales, better managing and monitoring progress, quoting more accurately, working more efficiently, closing more opportunities, retaining top sales talent, and ultimately, achieving greater profitability and teamwork. And that is how mobile sales tools pay for themselves.
What do you think about sales mobility and collaborative selling?