Optimising Sales Success with a Mobile Strategy

With a considerable percentage of the global population now so fully engrossed in the use of their smartphones, mobile technology and the capabilities it provides people with is well and truly here to stay.

Naturally, mobility has also created a global workforce that is perpetually ‘switched on’, and has almost unlimited access to the information they need to do their jobs, at any time.

According to Forester Research, over 50% of the population regularly use mobile devices whilst travelling, taking short breaks, working away from the office, or in a client facility; productivity benefits which have proven particularly beneficial in a sales environment.

An effective and dynamic mobile strategy offers one of the most advantageous ways of supporting sales teams in an enterprise, and ensuring all channels and business functions are optimised. This is made clear by research suggesting that up to 23% more firms now report that they achieve targets when employing a mobile sales strategy than those who do not have one in place, from Aberdeen Research.

Mobility, by design, helps to ease and overcome challenges which can affect sales performance for business of any size or industry vertical. Length of sales cycle, organisation and access to up-to-date information, lack of communication and other internal barriers can limit the ability for sales teams to maximise their results, having a direct impact on the business.

Keeping a salesforce constantly connected through mobile apps and other solutions will produce drastic improvements in these areas. According to Yankee Group, companies that use mobile business apps are able to increase sales conversion rates by as much as 26%.

This affects the relationship from the other side of the sales process as well, as buyers now have more control than ever over their decision making process due to the mobile apps and services available.

Information is far more accessible and vast for the buyer because of mobile technology, meaning that a mobile sales strategy must also incorporate cohesion with marketing teams to leverage their intelligence and utilise important analysis related the customers. This will enhance and refine the capabilities of the sales teams, both throughout the cycle and at the crucial point of sale.

The opportunity to accelerate the sales cycle and drive additional revenue, by mobilising sales teams and aligning them with real-time marketing insight, is clearly there for businesses to capitalise on. Mobile apps and other intuitive solutions can deliver immeasurable benefits in the current business climate. By putting a comprehensive, well-developed mobile strategy in place, sales teams can move closer to gaining crucial advantages over competitors.

Don't hesitate to read further resources regarding mobile sales enablement, and plotting a successful mobile sales strategy from enterprise mobile app specialists B60, official partners of the inaugural Enterprise Mobility Exchange, UK (23 - 24 September, 2015).