There is a well-known statistic in sales; 10% of sales reps generate 80% of closed business deals. This uneven distribution of sales ability cripples team morale and further constrains the resources of the sales enablement team. Too frequently, managers focus the majority of their time on the 10% of sales reps who are earning most money for the company. This leaves struggling sales reps to fend for themselves. Sales mobility allows both leadership and the enablement teams to overlay sales processes, playbooks, and best practices within their mobile sales app. It also provides all reps with immediate access to the contextual content that will have the biggest impact at the point of sale. It’s important for sales leadership to recognize how mobility can facilitate collective sales intelligence. There is a tidal wave of mobility coming to team-based sales that can help managers keep the big picture in perspective.
In order to get past the ancient sales mentality of “every man for himself”, B2B sales organizations should look at how advanced mobility can help them hit this year’s targets. Jeff Ernst, an expert in sales enablement supports this point, “The fact is that the best of the best are adapting and figuring out what works…. and the rest are struggling”. In order to combat this, sales managers must make it easier for their teams to succeed. A recent Aberdeen article repeatedly supports the importance in having a process in place to “appraise, evaluate, and/or manage the performance of sales employees” (Source: Aberdeen).
What are the main features of mobility that would directly benefit sales teams? Firstly, note sharing features allow sales reps to view the most up-to-date changes for presentations, escaping the potential public embarrassments of spelling errors, wrong CEO names, and anything else that could come up en route to sales pitch meetings. In addition, mobile apps specific to sales have options that let reps pick and choose content from multiple sources at the last minute, allowing reps to customize playlists (presentations) for each individual meeting, as opposed to creating an entirely new presentation for each potential client meeting. On the fancier side of things, applications like Mediafly’s SalesKit provide a built-in laser pointer to guide your audience throughout the presentation (Humble brag: people love it!).
Sales reps are busy and always on the go. In order to create better team morale, while continuing to support their success, it is vital that managers provide their teams with the most useful resources available. Once these are in place and in active use, the results will show, and status quo will end. Cheers to that, sales reps!
Sales Managers and Enablers, do you think mobile apps could help the weakest links on your sales team?
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