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The Seven Use Cases Your Mobile CRM Sales Application Must Nail

We’re now at the point where enterprise mobility should be built into your CRM platform from the beginning of a project. You know that your sales team needs to be able to access their accounts and data on the go.

But how can you guarantee your users will have what they need when they need it? Build an app that nails these seven use cases to ensure that your sales team can and will use your mobile CRM application.

#1. Availability
Don’t assume you are always connected to a network. The terrain that your sales team can cover varies and your app needs to be available every step of the way, regardless of possible nearby wifi networks or cellular connection signal strength. If your app doesn’t have the ability to record notes and orders offline and then immediately sync up when a connection is established, your sales team won’t use it in fear of losing valuable data.

#2. Brand Standards
When your sales team is meeting with prospects and customers they should be able to use their CRM app as a sales tool and collaborate directly with them. This includes being able to display specific product information, conduct a product demo and access relevant marketing collateral on the fly. Because your clients viewing your app with your sales team, your mobile CRM app needs to absolutely reflect your organization’s look and feel and reinforce brand standards.

#3. Digital Sales
Your team needs to be able to do more than pull up existing accounts in the field, they need to be able to create new ones! Your app must allow users to display and present sales collateral during client meetings. Most importantly you need to be able to pull up pertinent information relevant to a specific sale to get a holistic view of the account. Being able to check if merchandise is in stock or an updated version of an item is available could positively (or negatively!) impact the direction of a meeting.

#4. Location-Based Activity
Sonoma-phone-tabletAs your team travels throughout the day they need to be able to see the accounts and prospects in the area. Incorporating geo-coding into your mobile CRM app can help your team maximize their time in the field. If a meeting is cancelled or postponed, being able to identify prospects geographically could translate to a new opportunity.

#5. Activity Management
Not only should your team be able to monitor clients and sales opportunities but they need to be able to manage their schedules. Build a mobile CRM app that allows users to track and manage their day including appointments, tasks, and to-do lists. Make this process as touch friendly and as simple as possible. Creating a tool that provides value and simplicity back to the sales team increases the likelihood of user adoption.

#6. Account Management
It’s important that your users are actually able to manage opportunities in the field.
Accessing sales materials and product information is essential to making the sale but taking notes, updating contact information, and adding reminders for future meetings can be just as important. Building a mobile app that allows your sales team to manage an account at all stages while in the sales process guarantees that the highest quality of data will make it into your CRM.

#7. Build an App that Minimizes Training
If you deploy an app that isn’t intuitive or user-friendly, we guarantee that your adoption rate will suffer. Remember that having to use your CRM isn’t enough of a motivation for your users, they have to need or want to use it. Engaging in a user discovery process and investing in thoughtful user experience increases the likelihood that your mobile CRM app will satisfy the needs and wants of your users.

 

 

Topics: Enterprise Mobility