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A Day in the Life of the Mobile Sales User

Enterprise mobility is your sales teams’ lifeblood.

Being connected even when lacking a connection, is essential for productivity and getting the job done. The best way to ensure that your team has the tools they need at their disposal is to build them a CRM app with enterprise mobility.

To demonstrate how important mobility is, we’ve outlined a typical day in the life of a sales person on the move and mobile dependent. I want you to meet Phil.

PhilPhil has 6 years of in-the-field sales experience working with a global manufacturing company. Let’s walk through a day in the life of Phil to grasp how essential CRM mobility is for him to successfully complete his day-to-day tasks. 

It really begins the night before.

These days, the day begins at midnight. 95% of people (and I’m going to guess that a majority of  your team doesn’t fall into the other 5%) bring their gadgets to bed; tapping, swiping, and browsing the web before they begin their slumber. It’s likely that the last thing they see before they go to bed is the glowing screen in their palm. It should be effortless to transition between their CRM and the apps they need to plan their day.

In Phil’s case, he starts preparing for the next morning’s meetings the night before. He confirms appointment times in his CRM and quickly takes a look at his weather app to see if he needs to plan for a longer commute.

Good morning, Phil.

A few hours later, the alarm goes off and the screen is glowing again. Phil takes another quick pass at his emails that have arrived overnight and checks his favorite websites, both professional and personal. He opens his CRM system and confirms his meetings for the day. It looks like he has 3 appointments and everything is set to run as planned. He rolls out of bed and starts prepping for his first meeting over breakfast.

The first meeting includes a new product demo with a potential customer. He checks the client’s profile in the CRM and notes that this account is hot- they are so close to closing the deal! Phil does a run-through of the demo to make sure everything is running smoothly and that he has the notes on the new features that came out last week. He also runs a report on the product’s inventory to make sure that the model the prospect is looking at is in stock.

Phil sees the afternoon is booked with current customers. He pulls up their existing profiles and orders and checks to see if any of their product lines have been updated. He also sees that it’s one of his client’s birthdays so he makes a mental note to ask about their plans to celebrate the big day. 

The mid-day check-in.

The morning meeting went better than expected. The prospect was blown away by the product demo and they gave Phil a verbal approval for a purchase order! Phil makes notes directly into the CRM during the meeting. He takes notes about the questions they have in order to update his FAQ page. The entire sales team is responsible for recording customer’s concerns, questions, and insights after their meetings. Because his CRM includes a field for client’s notes he can easily tap in the responses without disturbing the natural flow of the meeting.

Because the customer wants to get products in stock right away, Phil is able to place the order from the conference table. He confirms which items are in stock and which ones have a longer turn-around time. The ordering process moved quickly because of the smart fields built into the order form. Phil simply keys in the company’s name and the rest of the contact, billing, and shipping information fills automatically. Another benefit of using the CRM to prepare and manage an appointment.

Phil heads to the second appointment of the day.

He knows that he is meeting his contact at a lab in a basement and service is non-existent. Because his CRM saves all information he enters offline and syncs it back up when he reconnects he doesn’t need to switch to pen and paper to take notes.

The customer gives Phil her opinion on a new product she tested and he takes notes in real-time. Before using a mobile app, he was required to take these notes on paper and then had to rewrite them in the CRM on his desktop. Phil admits that the quality of his data before he got his hands on the mobile app were sub-par and the relationship with his clients sometimes suffered because of it.

Being unprepared for a sales meeting is unacceptable. With the current technology landscape, clients expect to be able to see the product you’re trying to sell as you’re trying to sell it. Because Phil has all of the tools in the palm of his hands, he is never concerned about being underprepared for a meeting.

The late afternoon.

Phil’s third appointment had to cancel because of a conflict. He checks tomorrow’s schedule before reaching out and notices he has an appointment with another prospect 3 miles away. He sends a follow up email, requesting to meet the following afternoon and the client obliges.

Because of geo-coding capabilities built into the CRM, Phil can organize his schedule based on locations. With the afternoon wide open, he decides to stop by another client’s office and drop off some free product samples. Because Phil can easily access his records via his mobile CRM application, he doesn’t waste any time adjusting his schedule and completing a task off his to-do list.

Sound familiar?

Enterprise mobility is your sales teams’ lifeblood. Are you 100% sure that your CRM system supports your sales team's needs? If not, please contact us. We can help you get them the mobile tools they need!

 

Topics: Enterprise Mobility