Magazine article CRM Magazine

Working the Way Salespeople Work

Magazine article CRM Magazine

Working the Way Salespeople Work

Article excerpt

Selling is hard, especially when you are on the road. Time is precious in a sales cycle. Whether on the go or meeting with customers, today's workers spend an ever increasing amount of time away from the office while juggling multiple deals. Work styles while mobile are different than when in front of a desk. Sales users need to complete frequent tasks involving customer information in CRM, while only using their mobile device. These sales professionals need to stay productive while on the road and expect critical information at their fingertips--quickly and easily. While sales organizations can benefit greatly from mobile innovation, many mobile applications are complex and fail to consider the unique qualities of today's mobile devices, limiting the potential of mobile productivity.

CHALLENGES FACING THE MOBILE FIELD SALES ORGANIZATION

Salespeople don't need a desktop application repurposed in a mobile device. They need an application that is designed specifically for a mobile device and for their mobile work style. Sales users want a solution where the information they need is simply a click away. However, sales reps are hindered by a number of challenges in many of today's mobile tools:

* FEATURE AND DATA OVERLOAD

* CUMBERSOME USER INTERFACE

* INFORMATION DISPERSED ACROSS MANY SYSTEMS

* COMPLEX DEPLOYMENT AND SETUP

Frustration mounts when sales users have to endlessly scroll and click through lists and screens to enter data and find the information they need. Searching through and updating multiple calendars and contact lists is frustrating and error-prone. Manual data entry and lengthy synchronization times can exasperate even the most patient sales reps. The result? Incomplete sales information, decreased productivity, lower user adoption, and reduced sales.

REALIZING THE FULL POTENTIAL OF A MOBILE SALES FORCE

Sales users deserve better. Maximize their time away from the office with an application that models their mobile work style and:

1.) Streamlines frequent tasks.

Salespeople are schedule-driven and need a mobile solution that reflects their daily rhythms. Intuitive features such as placing phone calls, sending emails, and retrieving driving directions directly from a contact view keep users productive while after-call prompts for creating tasks, appointments, and call notes minimize overhead spent on administrative activities.

2. …

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