Mobility is the fastest growing technology trend, ever. Adoption of mobile technology in the last decade has been twice as fast as Internet adoption in the 90s and three times faster than social networking adoption in the 2000s. Technology giants like Google, Apple and Microsoft are pushing full-steam ahead into the mobile space, pouring development and advertising dollars into tablets, smartphones, wearables and touchscreen laptops.
I mean, think about it: when’s the last time you saw a commercial for a desktop PC?
In a business climate that is increasingly mobile-first, it’s essential that you properly strategize and equip your associates with the hardware, software, tactics and training to meet their clients and prospects in the new mobile arena.
Think Beyond the Hardware
At this stage in mobility’s adoption, both for personal and professional use, we’re well beyond simply espousing the benefits of smartphones and tablets. Everyone already has them; in fact, the average number of devices per worker is 3.5.
It’s not enough to just slap a tablet down in front of a sales person and say, “Good luck.”The internal conversation has to shift from “It’s a computer you can carry around with you” to the specific, tangible benefits and productivity gains that these devices can offer. For example, mobile devices give your sales force the flexibility to present slide decks, demo products and even conduct entire sales meetings virtually from their smartphones and tablets. These are the new selling points.
Evolving Existing Methods
Creating a mobile sales force doesn’t necessarily mean reinventing the wheel. Many of the methods, tactics and collateral used are exactly the same as they’ve always been. However, what’s changed is how you create and distribute these materials in order to facilitate mobility. File formats may need to be adjusted in order to correctly display on tablets or smartphones. Websites, newsletters and other marketing materials need to be designed to be responsive so that they can be viewed or demonstrated from any mobile device. Overall, any applications, software tools or files intended to empower your sales force have to all be considered in the larger, mobility-driven picture in order to truly be of use in today’s business climate.
Mobility as a Competitive Edge
The natural competitiveness of sales people creates a sort of arms race; they’re always looking for ways to be faster and more efficient. Odds are many of your sales associates are themselves catalysts for the mobile-first and BYOD movements within your company, adopting any technology that they feel will give them an advantage.
When equipping your organization with mobile tools, you can either help or hinder this process. If the tools you provide are cumbersome or unintuitive, all you’ve done is given your sales force another hurdle to jump to close that next deal. However, if you provide tools and materials that integrate seamlessly into both their mobile ecosystems and any existing platforms such as a CRM, you can give your sales force the productivity and efficiency gains that they’re always seeking.
For more insights on mobility’s impact on businesses, download PGi’s free eBook “The Future of Business Collaboration” today.