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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 [...]
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[post_date] => 2017-07-12 10:30:20
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[post_content] => If a tablet (and the professional sales application that goes with it) is a structuring and fundamental tool in good sales performance management, it's still necessary for your sales reps to use it! Many good ideas, on paper, are unfortunately dysfunctional once implemented in an organization. It's not so much the intrinsic quality of the product that's to blame, but rather the way it's launched, supported and used. To avoid the biggest mistakes and get your sales reps addicted to your tablet, follow our 5 tips!
1. Do a gradual deployment
Encouraging your sales force to use your tablet is like building customer loyalty. You need regular innovation. To achieve this, there's no need to wait until your Mobile Sales Enablement application has all the features specified in your specifications. There's nothing to stop you from launching it gently and adding to it as you go along, according to your initial plan and feedback from the field.
Perhaps a feature that seems important to them isn't in your priority list at the moment. All you have to do is move it up the road-map and push it onto all tablets in the next update. Not only will your teams feel listened to, but they'll be even more involved in using the sales application, as it will be truly tailored to their needs.
Progressive deployment also means good communication. Whether on your tablet, in the news or on your intranet, you can keep a launch plan up to date and even encourage your teams to suggest new ideas. This way, everyone will know what's planned and when. It's a great way to build user loyalty.
2. Produce useful content
If many people are addicted to social networks, it's because they've found the techniques to share content with us that's specially targeted, easy to consult and well adapted. You should take inspiration from this for your sales application. All you need to do is produce content in a variety of formats (short, long, animated, video, presentations, etc.) on practical subjects of direct relevance to them.
These can be tutorials on how to use the application properly, practical advice on how to optimize their sales practice and sell better, or concrete information to remind them of. For example, information on how to build a presentation, how to deal with an unhappy customer, how to use the tablet in a sales meeting, etc. The richer and more personalized the content for each user group, the more it will encourage your sales reps customers to use your tablet as a truly integrated tool in their professional practice.
3. Communicate through your mobile application
A Mobile Sales Enablement application isn't just about selling better. It's also about better communication. Whether internally, to feed back information, share data or pass on important news. Thanks to push notifications, all your teams receive information in real time, whether they're close to your offices or on another continent. The link with the company is never broken, and the tablet is the main vehicle for this.
However, you can go even further by creating in-house games, FAQ-type question-and-answer systems, quizzes for competitions, videos and more. Good communication through your application will mobilize, unite and motivate your teams.
4. Develop the contents with logic and progressiveness
Change management is a difficult science to grasp because it is linked to the human factor, which is impossible to control completely. Adding a feature, evolving an interface or adding content must be done logically and smoothly. There is no point in imposing a new feature without consultation or communication. It must be logical, correspond to a need and be well integrated by your community. Think about identifying ambassadors and "power-users" who will be your relays on the ground. They will play the role of influencers with their colleagues and will be indispensable to help and accompany users in the field. An essential complement to the usual training.
5. Involve your teams in the evolution of your application
The best publicity for your application comes from your users themselves: if they feel involved and respected in its use, they will be your best relays. That's why it's essential to involve your teams in the development of your application. Ask them to share best practices, encourage them to pass on opinions and suggestions, reward the best ideas and be transparent about the incentive process. The more your sales forces engage with you, both in terms of functionality and content, the more loyal they will be to your Mobile Sales Enablement application.
Ensuring the success of a tablet sales application is never a foregone conclusion, but these tips will help you get off to a good start. Last but not least, if your sales reps are not yet equipped with tablets, we recommend deploying your Mobile Sales Enablement application and your fleet of mobile devices at the same time. That way, you'll have everything under control in a single launch that's easier to manage on your side.
If you liked this article, please download our white paper: "KPI & ROI of Sales Enablement" and contact us.
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