As I was navigating the vast array of mobile sales enablement technology solutions available in the current market, I was a little shocked…ok, a lot shocked. The landscape wasn’t exactly what I was expecting. There are a multitude of options that support each step of the sales process but very few that are sales friendly. There are tons of mobile apps presented as tools that make selling easier, more efficient, more effective, etc.
All of this sounds great right? But in reality it’s not. The solution becomes the problem, resulting in further fragmentation of information, increased complexity, and additional work for the sales rep – whose workload is already daunting. Sales reps spend more time trying to learn how to use the solution and less time selling. All of this seems counterintuitive doesn’t it? These mobile solutions are meant to do one thing; enable the sales team and they can achieve that by:
- Enhancing existing technology and processes and not hindering them
- Elevating both the user experience and the business interactions that they are supposed to support
- Being easy for the sales rep to learn, leverage and love!
It’s common sense. Sales enablement technology is only good if people can use it easily, and often. This should heavily influence your decision and policy making when it comes to deciding on which enterprise mobile platform/mobile solution is best for you.
One Roof
In order to combat the multitude of applications and varied technology residing under the hood of IT, you should look into a solution that can easily integrate with existing technology and that offers the flexibility in how it is delivered to the target end user. The easiest way to do this is through a mobile app that is built on a stable mobile platform.
Usage Mandate
The only way to gauge the ROI from your sales enablement is if you have visibility into key success metrics: end user data, increases in productivity and increased sales.
What sales enablement technologies have you found most useful at your company? What is keeping you from investing more into mobile sales enablement?
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