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November 29, 2019

How to increase the competence of your sales force?

By Frédéric Poulet

In

Increasing the competence of the sales force is obviously a major concern for any self-respecting sales manager, whatever the field of activity. Whether it is in [...]

May 2, 2018

What if you coached your sales team like top athletes?

By François Dumont

In

All companies want their sales reps to work well and achieve good results. But how do you tell the difference between good results and exceptional results? The answer: a [...]

April 25, 2018

The questions a product manager should always ask his or her sales reps

By François Dumont

In

Between the urgent and unfounded requests, and those that are fundamental, yet set aside, the work of marketing is under constant pressure. The product manager [...]

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March 20, 2018

How to use big data to sell

By François Dumont

In

The rise of Big Data has had a huge impact on marketing activities, especially in the online retail environment. However, underestimating its impact [...]

Customized sales enablement application
January 23, 2018

How to create a 5-star sales experience for your customers

By François Dumont

In

Simple selling is a thing of the past. Make way for the sales experience. The one that integrates the customer into a specific universe where the salesperson is at the same time a salesman, a [...]

January 17, 2018

What if your business strategy isn't as clear as you thought?

By François Dumont

In

For you, everything is clear: the numbers, the objectives and the strategy. But are you sure that everyone else is? For a business strategy to be effective, it must be [...]

December 6, 2017

The new types of leads, real bargains for your marketing and sales teams

By François Dumont

In ,

For a sales team, developing its business necessarily involves finding new prospects. These famous leads, as they are called in English, can then be transformed into customers, then [...]

November 29, 2017

Buyers personas: what if they became your new best friends to sell better?

By François Dumont

In

It's no secret: to sell well, you have to know who to talk to. Working on your targets and then setting up a series of commercial and promotional actions [...]

July 12, 2017

5 tips to get sales reps hooked on your tablet app

By François Dumont

In

If a tablet (and the professional sales application that goes with it) is a structuring and fundamental tool for good sales performance management, your sales reps [...]

July 6, 2017

How can Sales Enablement reconcile sales reps and marketing?

By François Dumont

In

Sales Enablement is a continuous improvement process, both for sales performance and for the optimization of the company's organization. It has a lasting and profound impact. Its implementation leads to be more efficient and effective.

June 19, 2017

How to accompany and control your distributors' speech with Mobile Sales Enablement?

By François Dumont

In

Whether in B2B or B2C, indirect sales is a sales channel that can sometimes be difficult to master. The integration of intermediaries in a workflow [...]

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June 8, 2017

What is Mobile Sales Enablement?

By François Dumont

In

At once a strategic vision, a professional tool and a state of mind, Mobile Sales Enablement is a set of techniques and approaches designed to optimize the work of sales reps through [...]

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At once a strategic vision, a professional tool and a state of mind, Mobile Sales Enablement is a set of techniques and approaches designed to optimize the work of sales reps through the use of mobile devices. The launch of the iPhone in 2007, followed by the iPad in 2010, paved the way for a new way of working. Gone are the paper books and brochures. No more hesitant PowerPoint presentations. Gone are the awkward moments when sales reps struggle to find the right information and the right support in the depths of their tired computers. Mobile Sales Enablement has totally reshuffled the deck to boost the work of sales teams in the field, in total alignment with marketing.

Summary:

Mobile Sales Enablement, the answer to old inefficient practices

90% of the tools produced by marketing are not used by the sales force.

sales reps wastes up to 30 hours a month researching and creating customer presentations.

Two data that clearly illustrate that despite the budgets invested in digital transformation of companies, the results are far from being up to expectations. Mobile Sales Enablement enables a more efficient activation of the sales process by using the best of the new technological tools (tablets, app and cloud). Beyond the disruptive aspect of the tablet in the business relationship, what counts is the user experience and the ease of use. These new tools are universal. They are part of our daily lives and even replace laptops and other existing tools, which are no longer efficient or relevant, because they create a barrier between the parties. With Mobile Sales Enablement, whether on the customer's or the salesperson's side, all information is integrated in one tool, accessible at any time (even without an Internet connection) and designed with optimized ergonomics to make it easy to use. If Mobile Sales Enablement is useful for selling, it also has many other advantages, such as having a complete application with training materials and quizzes to support the sales team. This way, offers are better mastered in an all-in-one tool.

The tablet: the best ally for Mobile Sales Enablement

It's impossible to talk about Mobile Sales Enablement without talking about tablets. They have transformed the sales process and have become a key tool for working differently. All data and sales materials can be consulted at the click of a button. Navigation is fluid, intuitive and ergonomic. The customer is integrated into the presentation: he can navigate himself, view videos or 3D animations.

But the tablet can do even better. A good Mobile Sales Enablement application connects all business tools on one device. Sales, reporting, prospecting and statistics tools, of course, but also training tools to optimize the work of your sales force.

It's often difficult to get a sales team together for a training seminar. Thanks to the tablet, your sales reps staff can learn at their own pace, using an interface they are already familiar with. Videos, product sheets, speeches sales reps, quizzes, validation of learning... your entire HR strategy is strengthened.

The smartphone: your constant partner

While the tablet is always associated with Mobile Sales Enablement, the phone is also a relevant relay. A good application synchronizes all data in real time, regardless of time or place. Thanks to push notifications, your sales force is informed of new developments or news and has access to the information they need. Document search is adapted to the use and ergonomics of the smartphone and presentations are viewable, editable and shareable in one click.

The same goes for training, with the opportunity to take advantage of breaks to follow a training course, confirm data or take a quiz. On average, people consult their smartphone nearly 150 times a day. Thanks to Mobile Sales Enablement, this time can be used for your sales success.

Reinvent the relationship between your marketing and sales teams

Between sales and marketing, it's often a case of "je t'aime, moi non plus". Relations can be complicated, even tumultuous. On the one hand, sales reps feel unheard, misunderstood and equipped with unsuitable materials, and on the other, marketing fail to harmonize sales pitches, implement the company's global policy and share relevant tools.

Mobile Sales Enablement completely reinvents this relationship to break down silos and work in complementarity around a relevant tool, updated in real time and source of many information both up and down.

This new relationship has a direct impact on your return on investment. Mobile Sales Enablement offers an unprecedented commercial lever to boost your sales. Your sales reps staff are better trained, better equipped and more confident in mastering a sales pitch with the right language. All presentations are well structured, whether for direct or indirect sales, including social selling and cross-selling. Workflows and production within your organization are more efficient. The scope of the entire sales chain before, during and after the sale is boosted, thus impacting on the company's overall efficiency.

Whether you have a dozen or so sales reps working locally, or hundreds across several countries or continents, Mobile Sales Enablement is the solution that will enable you to work better. It's the best way to unleash the potential of your sales reps, energize your sales force, boost your sales strategy and invest in a winning best practice that reaches far beyond your existing teams.

If you liked this article, I invite you to download our white paper: "KPI & ROI of Sales Enablement
"
and to contact us.

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