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9 Wins for Manufacturers Using Mobile CRM - Part 2: Data To-Go

Today's blog post was written by Kayla Silverstein, Marketing Specialist at Sonoma Partners.

In today’s rapidly paced market, manufacturers must push their products in the right place at the right time. Your field sellers are doing the best they can to meet with prospective clients on-the-go. Are your dated tools slowing them down? If your customer relationship management (CRM) system is only accessible on-premises, your sellers are limited by needing to physically be in the office to enter data. As a result, your sellers are likely to forget key pieces of information from their conversations in the field, and worst case scenario: you aren’t getting access to any of this important data.

What you need is a tool that’s just as mobile as your sellers.

Over the next few weeks, we’ll share nine key wins for manufacturing companies using mobile CRM solutions. Are you a manufacturing company with a field sales team? These nine wins should inspire an investment in a mobile application sooner, rather than later. Previously, we covered how CRM mobility provides sellers with the information that matters. Next: data-to-go.

2. Access Critical Data On-the-Go

The most obvious benefit of a mobile CRM application? Constant access to data. With mobility, your sellers can access everything they need in terms of data while on the go. Think of your customers who have access to multiple search methods to evaluate and select products no matter where they go. If you want your sellers to stay ahead of the competition, you must equip them with the proper tools. With CRM, your sales team can immediately access the information they need to best manage their efforts, keep customers engaged, and close deals before prospects search elsewhere.

Portfolio-To-Go Mobile_CRM_blog_img_padding

You can provide your field sellers with the marketing materials they need at their fingertips. A digital portfolio is faster (and cheaper!) to update with your latest products. Ensure your sellers are pushing the right products to the most accurately targeted clientele by providing them with something that’s easy to navigate, beautiful, and impressionable for your clients. Digital sales kits demonstrate an investment in your sales process when you enable your sellers with such a useful tool. As a result, your clients will be impressed, your sellers happy, and your products purchased at the point of sale, rather than days later when your seller has a chance to go back to the office to forward follow-up materials.

Customer Example: Columbia Distributing

Based in Portland, Oregon, Columbia Distributing is one of the largest malt beverage distributors in the country. They have a 300-person team of field sellers completing onsite surveys to record how stores and bars display their products. They hired Sonoma Partners to improve their existing custom iOS mobile application (previously, it was ridden with bugs and almost incapable of use). When we sat down with Project Manager Alyssa Wood at Columbia Distributing to discuss the project, she shared her thoughts on the improved application:

CTA for Columbia Distributing“We can’t be everywhere at once – with so many field sellers collecting data, we have to have a tool that presents all of our customer information in one place. It’s a competitive business; there’s only so much grocery store shelf space or tap handles in a bar. To keep up, you have to be strategic in how you’re presenting your product to your consumers. We need to constantly evaluate our work and be positioned to collect data in the field, analyze it, and act on those insights. CRM allows us to do this.”

Next Generation Workflow

Mobile CRM is a differentiator from your competition for new talent. Manufacturing is a mature industry. The up-and-coming workforce expect updated technology that allows them to do their work more effectively. The more experienced sales reps, for example, who still manage accounts by writing down information are being slowly replaced by this tech-savvy workforce. This pool of talent, comfortable using smartphones, tablets, and other devices, and digital services, expects to hit the ground running with a tool that capture legacy information and allows them to grow their book of business from there. The fundamental point for companies switching to a CRM system might not be about solving talent issues, but modernizing systems to feel more like the tools employees are used to using outside of work.

Stay tuned for more wins for manufacturers who invest in a CRM mobile application. If you’re interested in learning what might be possible at your organization, contact us.

Topics: CRM for Manufacturing Enterprise Mobility